Get the most for your trade-in

When it comes time to get a new car, many buyers have some dead weight they’d prefer to unload as part of any deal. That dead weight is known as a trade-in. While a great many trade-ins have significant value and can trim thousands of dollars off the asking price of a new vehicle, not all trade-ins will stop traffic. Unless, of course, they’ve broken down on the highway.
Whether your trade-in is a jewel or a jalopy, getting the most out of that trade-in is entirely up to you. No dealer is simply going to hand you trade-in dollars, they have to be earned. How can you earn those valuable dollars? Consider the following tips.

• Don’t play games. While it’s important to hold your ground, all automobile dealers are hip to the games buyers try and play when negotiating trade-in value. One of the more common schemes is to show up with a trade-in that looks as though it just came from World War III. The theory here is, if a buyer shows up with a messy,  uncleaned vehicle, it gives the impression that he’s not in any rush to buy a new car, and can therefore wait for the dealer to give him a deal that will bowl him over. Anyone considering this method should know it’s not a new approach, and the dealer won’t fall for it. Rather than wasting time playing games, negotiate fairly and firmly.
• Visit the car wash. Another reason the above-mentioned scheme can be detrimental to your negotiation is the way it makes your trade-in appear: poorly. Cars that are dirty both inside and out give the impression that their owners were irresponsible and not overly concerned with maintenance. No dealer wants to buy a car from such an owner, justifiably assuming the vehicle will be more trouble than it’s worth. Have your trade-in washed, detailed and clean the interior before visiting the dealer. Use deodorizers as well, especially if you frequently smoked or had a pet in the car.
• Make minor improvements. Major improvements, such as a new engine, will cost you more than you’ll get back. But there are several inexpensive minor improvements you can make to put your trade-in in a more positive light. Replace floor mats and windshield wipers, have the oil and air filters changed if necessary, and make sure your tires have been rotated and have the recommended amount of air in them. This will give the impression you took care of the car. While taken one at a time these improvements won’t earn much, but when combined they can go a long way.
• Be open about any problems. Some problems might seem major to you, but could be minor to the dealer. For example, if your right signal tends to go out on a regular basis, that can seem like a major problem to you while driving the car. But if that’s the only problem your car has, the dealer will be glad to see such a fixable problem is something you classify as “major.” That will indicate that the car hasn’t really given you any truly major problems in the past, and will invite a better trade-in offer for you as a result. Problems you try to hide will be found before anyone signs on the dotted line, so be as open as you want the dealer to be with you with the new car you’re thinking of buying.