A dealer doesn't have incentive to claim a card they are selling is not real. However, it does happen. I've been a beneficiary of it it happening, a dealer described a series of particularly valuable proof sheets in my tobacco boxing niche as "early reprints". They were not early reprints at all (there has never been any fake or reprint, 1 of the cards in it was unknown to exist until 2006 and thus could not really have been counterfeited long ago, and in hand the items are clearly genuine proof sheets and not fakes after thorough examination).
The claim doesn't dictate the result. A thing is not true or false because someone says it is true or false; it is actually true or actually false. We would never believe a card is real just because the person selling it says it is real; same idea.
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