SELLER FIELD GUIDE
How to negotiate a dealer trade-in in Australia
A bigger trade-in figure is not always a better deal. Separate the price of your next car from the value of your current one, then compare the total amount you need to pay.
The short answer
- Ask for the next car’s drive-away price without a trade-in before discussing your current car.
- Compare changeover cost, not just the trade-in allowance. Keep finance costs separate too.
- Use genuine outside offers as evidence, not advertised retail prices or invented competing bids.
Start with two independent numbers
The dealership is buying one car and selling another. Ask for a written drive-away price for the replacement car, and a separate written trade-in allowance. A higher allowance can be offset by a smaller discount or additional charges. Where finance is involved, compare the total amount payable and terms, not only the weekly repayment.
A worked example: the bigger allowance loses
This is an illustration, not Motorly transaction data. Assume no finance payout or extra charges.
| Written deal | Dealer A | Dealer B |
|---|---|---|
| Next car, drive-away | $40,000 | $38,000 |
| Trade-in allowance | $20,000 | $19,000 |
| Changeover to pay | $20,000 | $19,000 |
Dealer B’s allowance is $1,000 lower, but the total changeover is also $1,000 lower. If there is finance owing, obtain a current payout figure and ask how it will be settled; do not count the outstanding loan as sale proceeds.
Five steps before you agree
- Identify the exact car. Check year, series, badge, engine, transmission and kilometres. A premium trim is not interchangeable with a base model.
- Prepare evidence. Bring service records, keys and an honest condition description. Ask which deductions were made rather than assuming every repair adds its cost back to your offer.
- Get independent benchmarks. Use a valuation range and, if selling is your goal, actual outside dealer offers. Confirm their conditions and validity.
- Ask one precise question. “What is the complete changeover cost with all agreed charges, and what could change after inspection?”
- Read before signing. Confirm payment, collection, finance settlement, inspection conditions and transfer responsibilities. Leave time to decide; you do not need to accept the first quote.
Choose the selling method that fits your priorities
- Trade-in: convenient when changing cars, but assess the combined deal.
- Separate dealer sale: creates an independent offer you can compare with the trade-in; coordinate payment and transport.
- Private sale: may produce different proceeds, but allow for advertising, preparation, inspections, time and payment risk. A higher asking price is not proof of a higher net result.
Common questions
Should I hide faults to get a better offer?
No. Describe known issues honestly. Missing information can lead to revised offers or disputes after inspection.
Will multiple offers guarantee a higher price?
No. Dealers have different stock needs and assessments, and a car may not attract multiple offers. The report below measures observed differences, not guaranteed improvement.
Can I walk away?
You can decline a quote before committing. Once you sign an agreement, your obligations depend on its terms and applicable state rules; seek independent advice if unsure.
Motorly original research · Updated 11 November 2026
What real dealer offers tell us
325
Vehicles with two or more offers
14.3%
Median highest-to-lowest offer spread
$2,000
Median dollar gap per vehicle
The reviewed sample covers 435 vehicles receiving an offer between 11 November 2025 and 10 November 2026. Spread is (highest − lowest) ÷ lowest, calculated only for multi-offer vehicles. Offers below $500, test and merged records are excluded. These are offers, not settled sales or a representative sample of every Australian car. The two medians are calculated separately; neither is a promised uplift for your car. A single quote is a useful starting point, not the whole market.
Read the data and methodology →Get an independent offer to compare with your trade-in
If you are ready to change cars, a separate dealer offer can help you compare the complete changeover deal. Set your own target through Motorly’s vehicle application, then weigh any offers and conditions against your trade-in. A higher result is not guaranteed.
Motorly is the platform, not the buyer. Free for sellers; you set your target and can decline offers. A calculator estimate is separate from an offer application.
General information, not financial advice. Check the buyer, vehicle history, payment arrangements and written conditions independently. Market estimates and advertised prices are not guaranteed sale proceeds.