While most people understand the importance of getting their car into pristine condition when selling to an individual, they rarely take the same care when trading in a vehicle to a dealer.  After all, they’re just “trading it in”, right?  WRONG! 

The term “trade in” was intentionally developed by the automotive industry to separate consumers from the idea that they were selling their car.  It’s the same reason that casinos have gamblers use chips instead of cash – to make them feel like they aren’t risking real money.  But, you are.  When you are “trading in” car to a dealer, you are really selling the car, and you should take the proper steps to prepare your vehicle, if you want to maximize the selling price.

Your car should be in the best possible mechanical condition when you try to sell it.  Be sure that you have performed all of the scheduled maintenance and consider fixing any minor issues.   Gather all of your maintenance records and receipts, including oil changes and any warranty or repair work, so you can prove to prospective buyers (including dealers) that the vehicle has been well maintained.

The appearance of the vehicle is equally important.  You may overlook some dirt, stains and cosmetic blemishes because you have an emotional attachment to the car (whether you realize it or not).  A prospective buyer does not.  That isn’t to say that you need to have every tiny scratch and door ding removed to make the car look brand new again.  A certain amount of wear and tear is to be expected on a used car, consistent with its age and mileage.  However, spending a few hundred dollars to have any dents or scrapes fixed (remember that time you backed into the mailbox?) could net you hundreds to thousand dollars in the selling price.  You may not even need to take your car to a body shop.  Mobile repair companies can perform minor body and paint work in the comfort of your own driveway at a lower cost than most body shops.
 
You should also thoroughly clean your car inside and out.  Clean out all the junk and trash you may have floating around inside, under the seats and in the trunk.  Vacuum every nook and cranny, clean the upholstery and headliner, and wipe down the dashboard and other interior surfaces.  Clean all the glass, inside and out, including the mirrors.  Wash and wax the exterior, polish the wheels and gloss the tires.  If the vehicle is a sports car or luxury car, consider buffing out any scratches, fixing any “curbed” wheels, and even detailing the engine compartment, as buyers of these vehicles tend to be more discriminating.   If all of this scrubbing sounds like too much work, consider having your vehicle professionally detailed.  Even taking it to the local car wash for a quick bath and vacuum will make a difference.
 
The appearance of your car is just as important if you are trading it in.  When a dealer appraises your car, he has to take into consideration all the costs he will incur to recondition the vehicle for resale.  He has to pay to fix it, clean it, advertise it and sell it, while making a comfortable profit.  While a dealer may be able to do repairs and detailing at a lower cost, it is still a hassle and increases his overhead expenses.  The dealer may even decide that the reconditioning costs are more trouble then they are worth, and he will simply haul the car off to an auction and offer you below wholesale price!
Dealers are also human beings and, therefore, not immune to the “wow” factor.  A clean, beautiful car invokes a positive emotional reaction, which easily raises the selling price.  Most of us, including dealers, also assume that people who care about their car’s appearance also take good care of it mechanically.  This can be a dangerous assumption, but you might as well use it to your advantage. 

The bottom line is that nobody wants to buy a dirty car.  Spending a few dollars upfront to make your vehicle looks its best will pay you back in the long run.