any salesman (tv's, boats, cars) who has had professional sales training will do the same thing.
I guess it works because it seemed like a nearly universal practice, but it sure made shopping for boats long distance difficult. I can't imagine travelling for a weekend after a broker says, "Put an offer in on it, then you can have it surveyed."
That was a common refrain. Of course, my favorite broker comment was, "Most boats under $100,000 don't keep maintenance records." Followed by the suggestion I put an offer in and get a survey.