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Never, ever, tell the salesman that you're going to pay cash. Let him/her assume that you're going to finance. You don't have to lie, just dodge any questions about monthly payments, or anything related to what you can afford.
Dealers make money when you finance with them. They are more likely to come down on the price if they can make money on the loan interest, so let them assume they'll get that interest. Granted, if you're buying a $5000 bike, they may not make that assumption, but if you're over 10,000, they'll probably assume it. If they ask, dodge, or lie if that's your thing (it's not mine).
Once you've agreed on a price, then you bust out the cash, check, card, whatever, and rain on their parade. If they back out, walk.
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