When you have a deal with a trade involved, what does your sales rep say to your perspective buyer? " Let me get your trade appraised", or words to that effect.Let's take a step back fore a moment and think about the word "appraisal" and what goes through your customers mind when he/she hears that word.What do you get "appraised"? You get your home appraised or your vehicle gets appraised after it's been involved in an accident.In either case, the appraisal is always lower than the customer's "perceived" value of his/her property.The word "appraisal" has a negative perception in the mind of your customer.Instead of appraising their trade, let's have one of our "buyers" evaluate your vehicle. Two reasons this will help you sell more cars and hold more gross. First,the word "buy" is a positive in the mind of your customer and secondly,if your customer becomes upset or "insulted" by the trade allowance on the first pencil, you don't lose credibility or the rapport you have established to get to this point of the transaction, you simply state the if the trade figure is unacceptable, it's not a problem, " I will have one of our other buyers take a look at your trade to get you closer to what you are looking for". This allows you to give the customer a victory without losing your credibility. If your salespeople incorporate this into their word tracks, they will see a difference in their closing percentages. Hope it works for your people.  BRUCE