10 Brilliant Responses to the Customer Who Is 'Just Looking'

Customers can have valid objections to a pitch but most of the time they just want some help without a lot of sales pressure.
10 Brilliant Responses to the Customer Who Is 'Just Looking'
Image credit: Raphye Alexius | Getty Images

Grow Your Business, Not Your Inbox

Stay informed and join our daily newsletter now!
International Sales Expert & $1.78B Real Estate Fund Manager
3 min read
Opinions expressed by Entrepreneur contributors are their own.

Imagine you walk into a store and are interested in buying a gift for your spouse. A salesperson quickly approaches and you quickly, and mindlessly, respond, "I'm just looking," and wave him off. Perhaps you want some more information, you might have a question or two, or maybe you don't even know what you want -- you just know that you don't want to be pressured. Millions of people in retail showrooms around the nation today are telling salespeople "I'm just looking" as a defense response mechanism, an automatic response we make because of previous bad experiences with salespeople.

There is a difference between a customer giving an objection and a defense response. You can't be successful in sales without learning the difference and mastering objections. Salespeople believe falsely that "The price is too high", "I'm not buying today", or, "I need to talk to my wife," are objections, but they are not. You need to know how to handle them if you are ever going to sell anything.

Related:  7 Trust-Building Tips To Use In Your Business

The untrained will leave the customer alone, likely not selling them anything. You need to understand that, "I'm just looking," is a good sign -- they are looking! Here are some ways to handle the customer who is "just looking."

My best customers

My best customers
Image credit: graphicstock

"My best customers do the same thing. My name's Grant, and yours?"

 

Great, my job is to find you the right product

Great, my job is to find you the right product
Image credit: Shutterstock

"Great, my job is to find you the right product that fits your needs and wants at a cost you can agree with, even if you're just looking."

Related: Use This Mind Trick to Get Someone to Tell You the Truth

 

Excellent, no problem

Excellent, no problem
Image credit: Shutterstock
"Excellent, no problem. Would you be looking for something bigger or smaller than what you have now?"

Excellent, we have a great selection

Excellent, we have a great selection
Image credit: Shutterstock

"Excellent, we have a great selection of products to choose from, what are you most interested in looking at?"

Let me know what you’re looking for

Let me know what you’re looking for
Image credit: Shutterstock
"Let me know what you're looking for and I'll point you in the right direction so you don't waste any of your time."

Let me know what you’re looking for

Let me know what you’re looking for
Image credit: Shutterstock
"Let me know what you're looking for and I'll put together some information together for you."

That’s why we display our products

That’s why we display our products
Image credit: Shutterstock

"That's why we display our products, so you can see what we have--where would you like to start looking?"

You can kill as much time here as you’d like

You can kill as much time here as you’d like
Image credit: graphicstock
"You can kill as much time here as you'd like, so take as much time as you need."

When you are more serious, in the future

When you are more serious, in the future
Image credit: graphicstock
"When you are more serious, in the future, do you think you'll be going for a bigger one or a smaller one?"

My job is to give you all the time and information

My job is to give you all the time and information
Image credit: graphicstock

"My job is to give you all the time and information necessary so when you do get around to making a decision you'll consider us."

Related: How to Tell if Someone Is Lying

The point is

The point is
Image credit: Shutterstock

The point is that you need an arsenal of responses locked and loaded for the customer that is "just looking". If you get customers saying the same thing over and over again, you must figure out responses to help you move forward with the sale. Your income depends on your ability to make sales, and making sales is dependent on your ability to handle any defense response mechanisms that your customer says.

Do you know the difference between objections and complaints? This week I'm doing a live webcast on Mastering Objections. Time is running out.

More from Entrepreneur
Our Franchise Advisors will guide you through the entire franchising process, for FREE!
  1. Book a one-on-one session with a Franchise Advisor
  2. Take a survey about your needs & goals
  3. Find your ideal franchise
  4. Learn about that franchise
  5. Meet the franchisor
  6. Receive the best business resources

SAVE on an Entrepreneur Insider Membership

Use code SAVE20 through 9/6/21 to become an annual member for just $49/yr $39/yr. When you do, you’ll enjoy:
  • Full access to Entrepreneur.com, including premium content
  • An ad-free experience
  • A weekly newsletter
  • A 1-year Entrepreneur magazine subscription delivered directly to you
Make sure you’re covered for physical injuries or property damage that occur at work by
  • Providing us with basic information about your business
  • Verifying details about your business with one of our specialists
  • Speaking with an agent who is specifically suited to insure your business

Latest on Entrepreneur