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How to avoid, “No thanks, I'm just looking.”
January 2011
Salesperson asks, “Can I help you?” Shopper answers, “No thanks, I'm just looking.” Ten minutes later the shopper walks out the door. The shopper was interested in motorcycles. You are interested in selling them a motorcycle. What was the problem?
You heard what the shopper said, but this is what the shopper was thinking, “I'm psyched to be looking at these motorcycles, and if you were my friend, I would tell you all about what I like and don't like about these motorcycles. But I don't know you. You're just a salesperson, not my friend.”
Most of the very best salespeople (in any industry by the way) don't succeed from superior product knowledge. Top salespeople succeed from being able to take a “stranger” and very quickly make the customer feel comfortable with them.
You heard what the shopper said, but this is what the shopper was thinking, “I'm psyched to be looking at these motorcycles, and if you were my friend, I would tell you all about what I like and don't like about these motorcycles. But I don't know you. You're just a salesperson, not my friend.”
Most of the very best salespeople (in any industry by the way) don't succeed from superior product knowledge. Top salespeople succeed from being able to take a “stranger” and very quickly make the customer feel comfortable with them.
