Trading in a Bike is really pretty simple. Book your bike out on one or two of the valuation sites. Go to eBay and see what people are asking for their bikes; those that are close to what you have. Check other sites including dealer sites to see what they are asking for similar bikes. The last and I think most important step is truthfully asking yourself what you or others would really pay for a bike like the one you own. Ask yourself if it makes sense to pay the price you have in mind vs. what someone would pay for a new one with model year updates. Remember, the dealer has no reason to take your trade and risk capital unless they have a pretty certain chance of a return. Once you have sorted all this information out, come up with a price range you think is fair and you can live with.
For me; I let the person I have been dealing with for a long time at the dealership know that I would love to own the new XXXXX but really don't feel like its something I must have (that is really the truth), just would like to own if the cost makes sense. I ask for the difference; what will I need to pay along with my trade-in to make the deal happen. I let him know again that if the number makes sense I will proceed, if not, no problem.
Most of the time I have been given numbers that made sense. First; they know that I am serious and will make the deal if they give me numbers that I like and second, they know I will walk with a handshake if they don't. These are cash numbers not payments. Even if you are going to finance, never work with payment numbers, work with cash numbers first.
I never expect the dealer to pay me more for my bike than I think they can pay and make a profit. I figure that it cost me between $1,000 and $2,500 to trade my bike vs. selling on my own. I think its worth the hassle and chance that I might actually come out negative. Remember the dealer has the added incentive of selling a new bike to factor into the deal. This give them added incentive to step-up.
IMHO, Scott