Just to follow up with everyone who provided helpful advice . . .

I got my new bike and, as it turned out, I never had to ask for any discount or deal. My LBS worked with me for about two hours selecting and (most importantly) properly sizing the right bike for me. The selection and sizing included several 20-30 minute rides on each option. With that degree of thoroughness, I would have been content to pay full price. However, I was wearing a USMC shirt during the riding and after I made my selection the shop owner asked "Are you a Marine?" "Yes; retired," I said. "Military people don't pay full price in this store," he responded, and provided me a significant discount. I didn't ask for it, but I sure appreciated the gesture.

And by the way, the selection of choice was a Specialized Sequoia.

Thanks again for your help and advice.