A Shopper Is Never "Just Browsing"

i’m sure you’ve watched the sales manager scene in glengarry glenross where alec baldwin asks a team of salespeople whether a consumer walks into a car dealership to get out of the rain or because he wants to buy a car. we’ve all caught ourselves offering up a “just browsing” when a salesperson asks if we need any help shopping. the bottom line? this is a defense mechanism. it’s difficult to let down the guard. the risk of being taking for a ride is too great. this is why it’s important for salespeople to become experts in their line of business. don’t ask if you can help unless you want a no answer. open with something helpful that perhaps only you know. grab attention. switch up the game. offer an incentive to the consumer, say that you know it’s difficult to shop these days and ask them to work with you. surprising results could be just around the corner for you if you’re willing to break down barriers first.