This was kind of an opposite practice that I saw today in regards to trying to win over customers. Essentially, a person was trying to sell products where for some people they had no clue about it whereas at the same time there were knowledgeable shoppers who were more concerns with the value of it. No normally you would be taught to take your time with everyone as the are potential customers. However, in this case the person had a different strategy where if he felt they were not very knowledgeable he simply left them with a brochure and went to interact with the people who seemed to know their stuff and just needed the extra nudge to make a sale.
It was working for him as he was making a lot of sales. For the people who were simply wondering about it they either just left where he assumed that is what they would have done anyways or they would actually be interested in buying it after. I suppose that is an effective way to a certain extent in terms of leveraging your time to try and focus as much as possible on people who are ready to buy now. I suppose the key difference here is that if the person requires a lot of education you don’t want to just sway them off as that would leave a bad impression where they probably won’t want to do business with you ever.
But spending the time to invest in something that can do the talking for you for the most basic questions is not a bad idea.