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My take on that is that they simply don't pay folks a reasonable price on a used gun. The price offered is almost insulting. Like cars, most people take the path of least resistance and with cars that usually means you trade as well as buy.
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Never sell your gun to a dealer if you want top dollar or even remotely close to it. Just like selling your car to a dealer, only do it if it's worth it to you in speed and convenience. Otherwise sell it privately.