Client: "No we are just looking" ...

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“just looking” is said to make you go away.
If it is a Saturday and prospects have come to your sales event, think about what happened before they got there.
They looked online.
Became interested.
Had a discussion with one another.
Made the decision to go to the event.
They got dressed, got in the car, and came to see it for themselves.
Maybe in 1982 a person would be there to just look.
Today however, people can just look online and be satisfied with the browsing experience if they have no intention to buy.
So the next time a prospect comes to your event and tells you they are "just looking"...
You will be ready to find out what that really means.
Just looking is nothing more than an objection to how they think you will interact with them.
They have prepared themselves to prevent you from pressuring them. 
Immediate objections mean a person assumes there is no benefit to anything you may have to say.
The assumption comes from events that you were not a part of in their past experiences.
They assume you will be just like the rest, and you get tossed in the past experience as if you were there.
A more specific example of how just looking may sound is:  “We are just looking, this is too expensive anyway.”
This could potentially be true, but a sure way to find out the truth is to ask further questions specifically about their objection.
Warning: resist the urge to validate the price immediately as your rebuttal to the price comment.
We don't know if price is just another brush off objection yet. 
Follow their lead.
Try saying: “I can appreciate that. What do you wish the price was?” If they start their answer with “ the price isn't bad we still wouldn't want it because of xyz” then PRICE is not actually the truth behind the objection.  
If they are there, they are interested.
They may not want this, but you may have something else in your portfolio that they do want if the truth goes that direction.
They may have something holding them back from wanting to talk to you, but now we know it isn’t the price.
There are only two reasons people say no to the price of something you have to offer.
  1. You are not making it clear to them what the benefits are to support the value.
  2. They are the wrong customer for this price range.
At this point you can eliminate #2 as a reason.
This also tells you that it is time to discover what they consider benefits.
This is good.
If you get here, you have come further than most salespeople.
Even if you allllmost got there, that is still great because next time you will.
I know it.
Recognizing the pattern, and speaking up is the hardest part. 
The moral of this story—you have to get good, really really good at helping prospects get over fear.
Before that can happen you have to be willing to dig into a prospects initial objection.
As consumers we are not used to someone asking us further questions after we say: just looking. 
Do not worry,it is okay to ask. 
Just make sure they feel you are asking because you are interested in listening to their opinion.
Most people object because there is a hesitation to showing their interest.
You must discover what their hesitation is.
To find out, they have to be willing to talk to you.
To make them willing to talk to you, listen to the objection why they are attempting to brushing you off.
Dig deeper into why they are there if they give a just looking objection.
There is something deeper there. 
It took effort for the prospect to show up.
It is 2015, you can take a cyber tour of a can opener.
Only if you are in the market for a can opener and really want it would you go and see it first.
If you walk into a chocolate factory that you know has your favorite chocolate, do you JUST LOOK?
I don't.
Is it possible?
Yes it is possible.
Just not probable.
9 times out of 10 you if you are in a chocolate store, you have the intention of buying chocolate.  
This scenario is no different.
Sales is a game of observation, odds, and telling good personalized stories people can relate to.
Get to know as much as you can about your prospects with information gathering small talk until the real information begins to leak.
Build a good story around the information they give you.
Help them think.
Place them with the picture of ownership.
Each time you create a favorable picture in the mind of a prospect you are creating personalized benefits.
I refer to benefits as cookies.
Because if you give a mouse a cookie…





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