Technicians don't lose the call because of price. They lose it because they solve too fast.
In this episode of Windshield Time, Chris Elmore and Brandon Cockrell break down why techs jump straight to the fix — and why that instinct backfires with homeowners.
When you skip LEAP (Listen, Empathize, Ask Questions, Problem Solve), you end up negotiating, apologizing, discounting… and sometimes even offending the customer.
Chris shares the story of getting thrown out of a house for offering financing too quickly — and how to avoid the same mistake.
You'll learn:
Why "pushing the fix" sounds like begging
How LEAP keeps you on the same side of the table
The locomotive analogy: your customer hasn't left the station yet
Why offering financing too early can blow up in your face
How cognitive biases shape every objection
How to diagnose people the same way you diagnose systems
How to lower the customer's wall instead of trying to remove it
This is the communication playbook every technician needs. Slow down, LEAP first, and watch your close rate go up.
📥 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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