Low-Ball Technique
Version 1.0.0 · Updated 2026-07-30
CORE DEFINITION
First, quote an extremely low price to entice the customer to agree to purchase. Once the customer has psychologically 'committed' to the deal, revoke the low price on the grounds of 'calculation error/out of stock' and replace it with the normal price. Customers often continue to buy to maintain consistency with their commitment.
SCAFFOLDING EFFECT
Reduce cognitive load
- Anti-pitfall guide: When you find that the final price includes many additional fees (handling fees, insurance fees) beyond the initial promise, recognize this as a Low-Ball trap. Even if you have already filled out the form, decisively revoke your commitment because the premise has changed.
Anchor fast decisions
First, induce commitment with a low price or favorable terms. After the other party has invested (commitment, psychological identification), then raise the price or add conditions. Exploit commitment consistency to make it harder for the other party to back out after investment.
MINIMUM ACTION
In progress 0/4Practice this model in one real situation:
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Source support: Explicit
- zh.wikipedia.orghttps://zh.wikipedia.org/wiki/%E4%BD%8E%E7%90%83%E6%8A%80%E6%9C%AFverified
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