There is no shortage of window shoppers. Sales professionals come across them all the time. They are the type of prospects who say they are “just looking.” While some are…
There is no shortage of window shoppers. Sales professionals come across them all the time. They are the type of prospects who say they are “just looking.”
While some are genuinely just exploring their options or doing some initial research, many other sales customers are actually ready to buy. Either way, it’s an opportunity for sales recruiters and professionals to establish a relationship, learn more about the customer, and figure out the best strategy to progress the sale and close the deal.
Asking this question gets the conversation started. It allows you to learn more about what the customer is interested in. It also gives you some insight into how you should approach the customer. Are they really “just looking”? Or are they more serious about making a purchase?
Asking this question helps you narrow your focus. Knowing a particular product or service the customer is potentially interested in allows you to focus your sales strategy.
This is a subtle way to get the customer more interested in what you have to offer. Offering to get them information shows them you are eager to help. It may also encourage them to ask follow-up questions about the product or the information you provided.
Asking this question tests how serious the customer is about a product. If they want to see pricing, it’s a sign they may be a serious buyer.
Always offer your contact information for those who are just window shopping or are not ready to commit to anything. This establishes a relationship and gives you the inside track for when they are ready to make a purchase decision.
The key to dealing with customers who are “just looking” is to be equipped with a number of approaches to take based on how the customer reacts. You need to identify the customer’s needs and goals and figure out what you can do to move the sale forward.
SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit salespeople in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right salesperson for your organization, start your search here.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and daughters, BBQing on a hot summer day and tropical vacations.