Yes, exactly. And when he asked where you wanted to start you gave $32K as a price which was their original (print/internet) offer. What?!
Here's what you should have done. You should have walked in there with a tired expression on your face, a mostly empty iced coffee, and 3 or 4 printed out auto ads messily folded with the price clearly visible at the top of each paper. You should have thumbed through them hopefully showing the salesmen that most of the trucks you were looking at were in the $25K range. You "finally" find the paper with the right truck that says $32K and ask him to show it to you. While he is showing it you should seem uninterested, act like you are just cross shopping the truck to compare it to other options which are your actual first choices. Find some features on the car that you don't want and say something like "Oh, this has the bluetooth and the media package? That's neat but I don't really care about that stuff, in fact I prefer the inside to be as basic as possible seeing as I work hard and that stuff will just break. I actually like this truck because the sport suspension package, all the other options seem a bit superfluous to me."
Towards the end you'd say something like "Hmm this is an okay truck, it's just not exactly what I am looking for. To be honest I was looking for a car more in the range of $25K but I thought I'd at least take a look at this one too. I know you guys are asking $32 but would you consider $27.5K?"
Then maybe he accepts, maybe he counter offers with $30K, either way you should say something like "Okay, well I'll certainly consider this as an option. I just need to do a bit more research and look at my finances and see which direction I should go. Thanks for the time." A few days later call back or swing by and reiterate how you like the truck but that it's out of your price range, again ask if they'd consider a price in the $28k range because "really that's all I can afford right now" and they'll understand that they are either going to sell you the truck that week for $28k or it's going to sit on the lot for another couple months. Whereas before with how you went about it they look at you and think we are either going to sell this truck for $32k or $35k to this rube, milk him milk him milk him.