Customers can have valid objections to a pitch but most of the time they just want some help without a lot of sales pressure.
Imagine you walk into a store and are interested in buying a gift for your spouse. A salesperson quickly approaches and you quickly, and mindlessly, respond, “I’m just looking,” and wave him off. Perhaps you want some more information, you might have a question or two, or maybe you don’t even know what you want — you just know that you don’t want to be pressured. Millions of people in retail showrooms around the nation today are telling salespeople “I’m just looking” as a defense response mechanism, an automatic response we make because of previous bad experiences with salespeople.
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