Selling a car to a dealership as part of a trade-in can be a harrowing experience. The majority of car owners place a lot of faith in online pricing estimates and market-value books and don't ask the right questions to help secure the best price for the vehicle. Asking the correct questions, along with being honest about the trade-in vehicle's condition, can go a long way to securing the best sale price.
What Vehicles Are in Stock Currently?
A trade-in value or sale price of a car to a dealership can depend greatly on what the dealer has on hand in his lot and what cars are popular at the moment. A large, gas-guzzling SUV may net a smaller return, whereas a hybrid vehicle with a high fuel economy may command a larger trade-in value or sale price. Asking each dealer what's in his current stock of vehicles can help you gauge what level of interest exists for your vehicle and may grant you some negotiating wiggle room.
What's Your Best Price?
There's nothing wrong with putting a dealer on the spot and making her name her best offer. If you have several offers already in your back pocket, this can grant some ability in eliminating a dealership from contention if other dealers have already named a higher selling price or trade-in value for your vehicle. When pressed, some dealers may go higher than market value in attempting to secure your business. This situation can only be to your benefit.
What the Price for My New Car?
This may seem like an obvious question, but it's still worth asking. A dealer that offers you market value or above for a trade-in vehicle may be compensating for it by tacking on extra fees to a new or used car you may be purchasing. Asking for the final sale price of your new vehicle can help determine if any dealer shenanigans are taking place. If a dealer hesitates in any way to be forthright in presenting you with an itemized list of charges and fees, it's best to walk away from the situation and search for a more reputable dealer.
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