There is a reason why the customer is changing their car - this could be the time to find out!
Imagine you were buying the car for your mother - would you look more carefully and diligently?
Customers always should be invited on the test drive of a trade-in. I don’t ever devaluate the trade this will build the barrier right back up between you and your customer, commend them on the money they saved by not spending back into their trade.
Get so good at the silent walk around that people that are "with you" walk away because they are embarrassed :) Thats a true pro. Great post there Mike on the Silent walk around...has to be done.
Taking the customer on the trade appraisal ride increases your look to book ratio.