The faster you, as a salesperson, can lower resistance, the sooner you can HELP your customer. When an approaching client comes within your sales territory, they are defensive. Why are they there? What do they need? In order to find this out and HELP them you need to remove their defensive posture.
The number one secret to quickly and painlessly gaining their trust is to admit your own inexperience. Even if you've sold your product for 10 years, claim you are new. How can I be swindled by a newbie? And they show their hand. You can help them faster.
It's just a sleight of hand, not deception, in order to help your customer. How long have you been here? I'm kinda new. What does this doo-hickey do? I don't know.
I don't know, but I'm on your side. Let's team up and get you what you need. Make a friend, the sale will follow.
*This is an advanced technique and should be applied appropriately