“Just Looking”

Automotive · 4 minutes

Intent: They are testing whether you will push. Most of them are also genuinely early.
Objective: Prove you won't, and learn what they're comparing.
Context: What they've viewed, what they came in on, and whether anything they looked at is scarce.
Don't: Ask when they can come in. Treat browsing as an objection to overcome.
Next step: Ask what they're weighing it against, and offer to be honest about where you don't win.
Escalate: None. This is not an escalation path; it is a patient lane.
Measure: Return-visit rate. Time from first contact to stated timeline.

THE EXCHANGE

Customer

I'm just looking right now.

Rep

Looking's the right move — it's the second-biggest thing most people buy. What are you comparing it against? I'll tell you honestly where we don't win.

Every playbook ends in a conversation. A playbook without dialogue is a memo.

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