The one rule: the asking price is where they start, not what the car is worth. The KBB fair value is your number, and walking away is your power. Every car here is priced above book — that's normal for these lots, so don't let it rush you.
Today's stops
1:00 PMElgin Toyota · Streamwood → 2017 Prius Four
3:00 PMAffinity Auto Sales · West Chicago → 2016 Four Touring (damaged)
6:00 PMAutos of Chicago · Arlington Heights → 2017 Prius Two ⭐ + 2018 Three Touring
The four cars · best to worst
⭐ 2017 Prius Two6 PM · Autos of Chicago
Miles
47,526
Asking
$17,855
Target
~$15,000
Best of the four. Very low miles — about half the normal for its age, so lots of life left. About $2k over book; negotiate hard.
VIN JTDKBRFU7H3053936
2017 Prius Four1 PM · Elgin Toyota
Miles
83,682
Asking
$19,903
Target
~$16,500
Top trim, and a real Toyota dealer (a plus). But about $3,400 over book. Only worth it if they come down near target.
VIN JTDKARFU7H3040736
2018 Three Touring6 PM · Autos of Chicago
Miles
75,142
Asking
$18,855
Target
walk
Skip unless they move a lot. About $4,400 over book.
VIN JTDKARFU9J3057771
2016 Four Touring — damage3 PM · Affinity
Miles
94,772
Asking
$17,662
Target
pass
Damaged and about $6,000 over a damaged car's value. Get the Carfax first. Most likely a pass.
VIN JTDKARFUXG3024951
Before you hand over a dollar
Run the VIN at nhtsa.gov/recalls — make sure any recalls were fixed.
Get "clean title, no accidents" in writing. A rebuilt/salvage title is why a cheap one is cheap.
Get the free Carfax or AutoCheck — especially the 3 PM damaged one.
Independent inspection (~$100–150) before any money — Toyota/hybrid shop is best. Won't allow it = walk.
Negotiate the out-the-door price, never the monthly payment.
Don't mention you're paying cash until the price is set.
The 6 PM game plan
Both the Two and the 2018 are at this lot — both above book. Say it out loud; it's leverage.
Focus on the Two. Target ~$15,000.
Last stop of a long day — that's when they push "only good tonight." Slow down, don't speed up.
Walking away is a win. No car is worth overpaying $2k because it was the 6 o'clock appointment.
The real question: even at ~$15,000, with $5,000 down you'd finance about $11,000 — a real monthly payment on a barista's paycheck. "Good car" doesn't automatically mean "worth the loan." Both "yes, at $15k" and "keep looking" are smart answers.