Resources / Glossary / Conversations
Lot walk
Walking the inventory with a customer, which is also where much of the useful conversation on a visit happens.
A lot walk is the part of the visit spent among the vehicles rather than at a desk. It is where a customer says what they really want, points at the one they keep coming back to, mentions the car sitting in their driveway, and reacts to trims and colors in ways no form captures.
It is also a managed activity in a well run store. Which units get walked, in what order, and what the salesperson asks along the way decides whether the visit ends in a drive and a seat at the desk or in a friendly goodbye.
Why it matters for a sales manager
The lot walk is the least documented part of your process and one of the most consequential. Nobody writes down what the customer said out there, so the trade they mentioned and the budget they let slip often never reach the record. A short habit of capturing two or three things before the customer leaves keeps that information from walking out with them.