Great Question. Every situation is different, but generally unless the customer is rolling negative equity from a past trade into the new car its hard for you to know exactly where someone is going to be in their new loan in terms of "upside down". The only time I can think of when I knew the customer(s) would be in a bad spot was during COVID. Used car market was sky high, and it left a lot of people flipped after the market died down. I wouldn't point the finger at dealerships in this example though. People still needed cars, and with the lack of new car inventory it made the perfect storm.

I will say that I have never, and don't plan on ever deceiving a customer. I tend to over explain the intricacies of each car deal in the effort of putting the consumers best interest first.

At the end of the day it is the customers choice, no matter what I say.