I’m sure if it was such a serious matter with motability they wouldn’t allow the contract to go through.
we got a £600 discount plus a good px of our old car. So we walked away with a new car and money in the bank. That was the deciding factor for us.
Prior to that a Honda motability specialist told us we had to pay all the AP up front, being new to the scheme we had no reason not to believe that’s how it works, then they were unable to provide the vehicle, we rang motability for advice and were told we shouldn’t have paid anything up front. Only upon inspecting and being completely happy with the vehicle.
Dealing with a number of them now I would say just educate yourself and use the dealers to get a good deal. But take what they say with a pinch of salt.
Always give yourself a cooling off period where you go away and just check there’s not a better deal to be had elsewhere.
Obviously they don’t want to offer a discount if they can help it.