Dealers or brokers have a vested interest to sell product, so it creates a naturally cynical position for any customer wanting to buy something. He'll be asking himself, how much profit is this guy going to make from me, and am I putting my money in a good place? ... or is this purchase a sound one in all respects.
One of the only ways this situation can be avoided is where the dealer has gained a good
reputation, so a potential customer can anticipate less profiteering by the dealer, safe in the knowledge he will be trying to protect his reputation, thats the kind of dealer or vendor I want to deal with, I'd be much happier handing over the cash in this regard. Part of that ethos becomes evident in the vendors ability at resolving a customers problems, but its hardly an alien concept that the customer starts from a point of suspicion therfor, and if the vendor does nothing to alleviate that, he can hardly expect a sale.
I've lost count of the number of times Ive been ready to buy a big ticket item, but walked away because of a dealers lack of willingness to sell, or general indifference. Maybe Paul if you had a suit or shirt and tie on .. you might have got better attention ....
.... and thats the biggest mistake so many dealers make IMHO.
*edit* writing this before I saw he left .. ah well trying to be constructive