For many sales professionals the words, “I’m just looking,” provoke frustration, anger and a sense of helplessness. This simple phrase feels like the worst kind of objection because what your prospect is really saying is, “Leave me alone!” And, it happens right out of the gate. “I’m just looking” excludes important attempts to warm up to your customer and properly begin the selling process. It feels like a selling showstopper.
The problem is, as she leaves unengaged, we usually hear, “Thanks for your time; I want to keep looking; I may be back.” And, she hasn’t seen but a mere fraction of your selection. What’s worse is you know nothing of what she came in to buy or the reason she left. But here’s the kicker: in most cases, given an adequate showroom, you had what she wanted. Factor in, the odds of her coming back are unlikely.