Sometimes dealers like to put on a big performance when �appraising� your car. They caress and run over every bump and nick on the body of the car. Then they point out the blemishes and imperfections, and then calculate that into the mileage to give you a value for your trade. This �song and dance� is to convince you that your car is worth less than what it really might be. The value in any trade appraisal negotiation is the difference of your idea of top dollar less the value of theirs. In other words, you�re going to define top dollar in terms of fair market value, whereas they will define it in terms of wholesale value.

TIP: Get the Kelley Blue Book TRADE value of your vehicle on The Auto Dealer before you begin any negotiation with the dealer! The closer you can get to that figure, the better off you will be.

Now you come prepared to begin the negotiation. Present to the dealer the Kelley Blue Book TRADE value. Use this number to begin the negotiation of your trade in value. If this doesn�t help you in getting that fair price for your car then simply tell them that you aren�t willing to trade it. Remind the dealer that you are trading in a used car with the normal wear and tear.

Dealerships are in business to stay in business so remember that a fair value for your vehicle should also include a fair profit for the dealer.