The "I am just looking" comment is a learned response that the customer has observed others use as a successful defensive shield to make an rsa go away. The best approach is to respond directly to the statement. They say "I am just looking". I respond enthusiastically with a big smile "Fantastic, what are you looking for?" You will be shocked, you have taken away their shield and not knowing what else to say, at least 2/3 of the "I am just looking" customers will then tell you what they are looking for.

Ask them if they would like to know about our in-store and or un-advertised specials.... this works well for clients that walk in and all the Sleep Consultants are helping others.....

Good or bad my standard reply to the I'm just looking verbage is "We haven't figured out how to charge for looking yet". Usually that puts folks at ease and they realize that I'm not going to try & push a mattress down their throat. Depending on their response I will next say that I would just like to give them a little info on the layout of the store and I'll leave them alone. Then I tell them where the different lines are--high end, best sellers, intro lines, etc & walk away. 90% of the time I'm answering questions in about 5 minutes or less