I make sure my bikes are 100% tuned, cleaned, and ready to roll. Then price them at or below what similar bikes (that usually need something or another) on CL are priced at. Often, I don't have to lower my asking price, especially from buyers who have "been looking around a while". "Firm" pricing is another option I've used at times. Nice way to weed out the low ballers just looking to flip for a buck.
I only accept cash. Most of my bikes go for much less, but late last year I sold one for $1400... my asking price. Yes, buyer brought cash because they wanted the bike, and frankly it was a good deal. I'd do the same if I were the buyer.
Seriously, if the bike is properly and honestly marketed, no interested buyer is going to show up and be disappointed. Especially on a high dollar bike! What usually happens is buyer and I correspond many times, asking and answering questions, sharing more photos and stories, etc. By the time they show up, there are no surprises.
Now that I think of it, I also sold $6500 and $9000 muscle cars for cash. Buyers showed up with a big pile of hundreds and we both were happy.