“Throwing a lowball” is a car dealer tactic when a customer is offered a very good price on a car, perhaps as much as $500 below competitors prices. However, the good deal is not genuine; its only purpose is to cause a prospect to decide to buy at this dealership and not from the other dealers. Once the decision is made, purchase forms are filled out, extensive financial terms are arranged.
Then something happens. All of a sudden an “error” in the calculations is discovered; e.g. the salesman might have forgotten to add in the cost of the air conditioner and if the customer insists on having it, then $500 must be added to the price…
The cover up operation is played sophistically, sometimes they let the bank handling the financing find the “mistake”, other times the boss is not approving the deal because “we’d be losing money”. They make it look as if it’s not that big mistake as it’s only a relatively small percentage of the price of the car and as they stress out it only brings it to be equal to competitors.
The most interesting thing about the lowball tactic is its ability to make a person feel pleased with a poor choice.
Until all the papers have been signed there are still ways in which a shrewd dealer may add to his profit by talking you into extras you don’t want and probably don’t need. These can include added and overpriced insurance, rust proofing, extended warranties, paint or fabric protection, anti-theft plans, and more. Smile and firmly turn them all down.
Finally, before you drive away, make a careful inspection of the car. If you’re not happy, get a written agreement. It means you have the right to return the vehicle later in order that flaws can be corrected.
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