Most people think car salespeople try to give them the lowest amount possible when they trade in their old car. But one car salesman says that’s completely wrong. Car salesman Kane recently said that salespeople actually want customers to get as much money as they can for their trade-in. He even claimed they fight with the appraiser to make it happen. This goes against what most people believe about how car dealerships work.
“We often press the appraiser to get you more money for your trade,” Kane said in a video on TikTok. He added, “Salespeople want you to get as much money for your trade as possible. Sounds like it’s not true, but it is.” When you look at how dealerships actually work, Kane’s claim makes sense. Salespeople don’t get paid to reduce the value of your old car. They earn commission based on the new car you buy. Their main goal is to close the deal and get you to sign the papers.
According to Motor1, if they can get you a higher trade-in offer, it lowers how much you need to pay out of pocket for the new car. This makes the deal much more appealing to you and easier for them to close. A salesperson usually earns between 20 and 40% of the front-end profit on each sale. That’s a big reason to keep you happy and ready to buy.
Salespeople earn money when you buy the new car, not from lowering your trade-in value
The appraisal process itself is very detailed and based on data. The used-car manager does a complete inspection that takes 15 to 30 minutes. They check the body condition, fluid levels, tire tread, and vehicle history reports. Just like how regular maintenance like oil changes affects a car’s condition, these factors determine your trade-in value. Their job is to figure out how much the dealership will need to spend to get your car ready to sell.
The final offer follows a basic formula. The dealership takes the car’s current market value, then subtracts the reconditioning costs and their profit margin. They use real-time market data to price your old car correctly. This is where the salesperson’s help becomes important.
The appraiser only cares about the numbers and reducing risk. But the salesperson cares about making the sale. If the offer comes back too low and might lose you as a customer, the salesperson steps in to negotiate. They push the appraiser to raise the value just enough to get you to sign the deal.
People had different reactions to this information. One person agreed with the logic, saying: “Of course. Salesperson just want the sale. A higher trade value makes that easier. The salesperson is (almost) always working for the customer to get that sale done.”
But another person was more doubtful about the industry, stating: “Does it matter how you steal from people? Congratulations on talking to the appraiser.” Whether you’re trading in or dealing with mechanics for repairs, getting the highest trade-in value helps everyone get what they want in the end.
Published: Jan 15, 2026 07:14 pm