I'm a retired salesman

The only thing that matters to most any salesman is the bottom line. If he can't make a buck, he's not going to remain selling anything, even over-priced life science research equipment. I spent many years in the business of repairing said type of equipment, and couldn't believe the outrageous mark-ups on that stuff! But that's not the salesman's fault, it is company policy that sets those prices. When buying anything, take whatever the salesman says with a grain of salt, make the best deal you can, and get on with your life. They're going to make money on you, regardless.