Ever presented your findings… and watched the customer go quiet? In this episode of Windshield Time, Chris Elmore and James "J-Dub" Walker unpack what really causes that reaction—and how to prevent it.
From the very first question you ask, you're either setting context or setting a trap. If you want the customer to trust you when it matters most, you've got to build contrast early and deliver findings with clarity, confidence, and control.
You'll learn how to:
-Ask better questions that build trust and uncover expectations
-Use age, maintenance, and filtration to create context
-Structure findings as a story—not a list of problems
-Separate the "meaning" conversation from the "money" conversation
-Keep control of the call while giving customers space to process
-Turn presentation anxiety into confidence and clarity
Mentioned in this episode:
The "bomb blast" effect: why customers shut down
The 7-step findings presentation framework
How to avoid the "I also found…" death spiral
The importance of linking symptoms to causes
When to give customers space—and when to stay close
Why you shouldn't present findings with pricing attached
📥 Download the FREE Objection Handling Playbook — loaded with scripts and strategies to help techs close more calls: https://www.servextra.com/objection-handling-playbook-download/
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