Now in this video what we're going to cover is a very common sales objection called we're
just looking or i'm just looking so how do you not only handle this potential sales objection
but how do you do it in a way where you maintain a consultative sales approach you're not coming
across as high pressure or anything like that how do you do that so we're going to look at that and
discover that in this video but before we do if this is your first time visiting my channel my
name is Khabeer Rockley, i'm the founder of The 5% Institute my role is to help sales professionals
and business owners just like yourself learn how to win more sales in a more consultative way
so for today's topic i'm just looking or we're just looking so how do you handle that so the
way that we handle that is when you're before we even go into the actual line or the framework on
how to handle it it's probably important first to cover where it comes from so if someone's on
a showroom floor and they're vehicles or they're looking at fitting out some home renovation stuff
or they're in a high-end clothing store whatever it might be clothing to a retail outfit or
whatever it might be right when someone says we're just looking the reason why a person says that in
the first place is because they've experienced in the past through their own experiences some
kind of high pressure sales tactic when they've gone into a store they're browsing for options
and someone's breathing down their neck trying to sell them something too soon and it's made
them feel uncomfortable so what people do is when they say we're just looking or i'm just looking
they're telling you i'm not ready to engage a person yet because i don't completely trust
that you're going to be consultative i don't know if you're going to use high pressure tactics
so what happens is people put up these walls right so what we want to do is and the reason i explain
this to you now to understand the basis behind where it comes from is our response now that i'm
going to teach you our response has to remain consultative and you have to maintain report
because if i come in high pressure pushy anything like that what's going to happen
i'm going to reaffirm their belief that they should just look and they shouldn't get help
so that i'm going to help you help them are they right so that's where it comes from so
how do i respond to it i'm just looking or we're just looking you know what do we do what do we say
so when someone says i'm just looking first of all you want to say no problem at all that's cool
out of curiosity are you looking for and then insert whatever it might be example so i'm in a
men's clothing store and i sell suits and coats and that kind of thing right
boots and maybe some accessories like jewelry or whatever it might be right
now a person comes in and in the store you've categorized the store coats are over here suits
are over there accessories down by the counter and this person's in the code section the code
section now the section that they're looking at is the darker coats not the light ones like this
they're looking at the darker coats in the coat section so if i go on to that person and say hi
how are you going the person says i'm just looking it's a little no problem at all out
of curiosity are you just looking for dark coats or was there anything else any other
type of coat that you're looking for today they've they've shown me that they're in the coat section
they're showing me they're in the code section now i'm not going to say are you looking for yourself
up front it could be a gift or something like that i want to start small so are you looking for
and then whatever they're looking at i'm asking is that what you're looking for
now the probability that they're looking for that is very high because they're there
that's what they're looking at right so all i'm doing is i'm going off what i'm seeing
so no problem at all out of curiosity what are you looking for today you're looking for
insert where they're at if i'm in car sales and i've got a variety of cars on my lot
and this family so you know husband and wife and maybe some kids and they're looking at family suvs
and i go up to them so hi how you going and you know you do the whole welcome message and that
kind of thing and then they say oh that's okay we're just looking no problem at all it's fine out
of curiosity what are you looking for in general are you looking for a family suv today well
they're in the family family suv section they've got a family with them right so all i do is
i say are you looking for out of curiosity are you looking for insert whatever they might be
looking at whatever they might be browsing for now if they say yes that is what i'm looking for
now i can start asking a few more questions and unpack okay no problem is it for yourself
or is it for someone else is it for work is it for the family is it for whatever you might be selling
obviously the context is going to change depending on your product or service
but what you what you're doing is it's very simple when someone says
we're just looking or i'm just looking no problem just maintain rapport cool chilled right no
problem at all that's cool out of curiosity what are you looking for are you looking for insert
whatever it might be depending on what you can see that they're looking at i'm not going to be
if i sell motorbikes and an assortment of cars and the person looking in the suv section i'm
not going to say we have a range of and then start spilling all this stuff that we sell
the motorbike might have zero interest to these people contacts these people it's not what they're
looking for that's there's no there's no point me even talking about that solution because
i don't even know if it's a problem and they're not in that section so why would i even offer that
so what i want to do instead of saying no problem at all out of curiosity are you looking for
insert so simple nice and easy maintain rapport and it's an invitation to be able to open
yourself up and present yourself as a consultative salesperson and it's an invitation to be able to
dig deep and find more questions now if the person says i'm just looking we're just browsing today
and that's their point so no problem at all if you need assistance i'll be over and then let
them know where you'll be you don't want to break rapport with your clients you want to be able to
all your potential clients you want to be able to serve them in a consultative way so what you want
to do is you're going to probe no problem are you looking for whatever it might be and if they're
still adamant and they say no we're just browsing this and that they purely want to be on their own
that's cool disengage and then go find another potential client that you can potentially help
that way you're keeping your sales conversations going with people who want to interact with
a sales professional there's no point in badgering this person and bringing rapport
when i can use the same line per se that i've just used with someone else and have a more deep
diving sales conversation my name is Khabeer Rockley, i'm the founder of The 5% Institute
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