The potential customers, a young couple, Christopher Goodman and his fiancée, Sophia, had come in on Saturday and made a beeline for the car, both clambering in and sitting there, admiring it.

If there were two things, above all, Larry had learned in thirty-seven years as a car salesman, the first was that customers did not always end up buying the first car they sat in – mostly because they couldn’t afford it. And second, that it was usually the woman who made the decision on what car to buy.

He had left them alone for some while, then casually sauntered over, copy of the Argus in his hand, and knelt beside the passenger door so as not to intimidate them by looking down at them. ‘Hi!’ he said breezily. ‘I’m Larry. Are you Albion fans?’

Another of the things he’d learned was never to open a conversation talking about cars.

‘Not really,’ the young woman said, ‘but my fiancé is.’

‘What do you think of the latest signing?’ Olson asked, raising the paper, with the news being the headline item.

‘£14 million. A lot of money – let’s hope he does the magic, right?’ the guy said.

‘Oh yes. I’m right with you!’ Larry paused a moment. ‘If there’s anything in here you’d like to take a look at, just shout.’

‘We actually like this,’ the guy replied. ‘We’re getting married next month and we’re planning a motoring honeymoon through Europe – so we’re looking for something suitable.’

‘Congratulations!’ he said. ‘I’m Larry Olson, by the way.’

‘Chris Goodman, and this is my fiancée, Sophia.’

‘A delight to meet you, Chris and Sophia!’

This was definitely hopeful, he decided. ‘Are you looking to exchange anything?’ he asked, as the next step to drawing someone in.

‘We have a Lotus Elise, but we’re happy to sell that privately.’ Goodman held the wheel and fondled the gear shift, the smile on his face spreading. Then they both got out of the car and walked around it.

‘She’s a beauty, isn’t she?’ Larry encouraged. ‘You know what, we’re only here for a short while. Live the dream! If you can afford it, why not?’

It was that phrase, ‘If you can afford it’, that hooked them, he had learned. Oh yes!

And he could see that the words had struck home.

‘Imagine gliding away from your wedding reception in this beauty! And there are very good finance deals at the moment,’ Olson said, pushing at temptation. ‘Might even be able to get you zero interest for the first twelve months.’

It was the generous terms he had to offer from finance companies, enabling customers to buy something they thought would be beyond their reach, that usually clinched it. And who would dare to admit they couldn’t afford it?

‘You’re asking for £89,500?’ Sophia said, looking at the price displayed on the windscreen. ‘What would be your best price, if we were interested?’

‘Let me talk to my boss and see if we can do anything.’ Larry winked. ‘Give me a couple of minutes.’