My LBS has a more subtle tactic.
I went in looking for a nice new road bike to replace my 35-year-old steel frame Apollo. I was looking at some of the medium to low end Treks and the sales person said they could order whatever if they didn't have it in stock.
On the other side of the rack were the Madones and I remarked that they looked like nice bikes. He merely took down a 5.2 and let me run my hands over it. No sales pitch was necessary. I was hooked and fiscal responsibility was the first casualty.
So if your LBS was smart they would recognize you as a serious cyclist and realize that they just have to dangle pretty, shiney, ooh-la-la stuff in front of you and you will buy.
Or maybe that's just me.