I live in Surrey so I have a lot of choice for most makes of cars – I tend to be upfront and ask to speak to Motability rep – there have been many who are not upto it – I move on to an alternative dealer.
Usually I have found a guddun and it hasn’t been an issue
When I was making my choice this time I spoke to a Renault rep who promised to ring back – never did – over the years I have had various promises broken and blown them out – but when you do find a good Motability rep it makes life a lot easier.
However if I didn’t live in an area with a lot of choice then I would probably employ your tactic.
Sadly I suspect there are sales reps pushed into Motability and they don’t really want to do it. Linked to percentage and money presumably