Attacks the frame
Price anchoring
A high first number makes the next one look reasonable.
The first tell
You feel relieved at the lower price. That feeling arrives before you can name the move.
What it sounds like
A tag says: Was 497, now 67. It was never sold at 497.
Say back
What has anyone actually paid for this?
If they push
The value is easily 497.
Value is what people pay. Show me a receipt at that price.
How this family is disarmed
Reject the premise and restate it in your own terms.
Paid
See it in dating and at work
Context packs show this tactic in the settings where it does the most damage, and let you drill it against a timer.