How Trust and Social Proof Close Calls Before Price Matters
Release Date: 08/12/2025
Why the Same Objections Keep Showing Up on Your Calls (Most Replayed Moments)
Windshield Time
If the same objections keep showing up, it’s not coincidence. It’s information. This Windshield Time compilation brings together the most replayed conversations on objection handling — not because they’re clever, but because they reveal the same mistakes happening over and over in real service calls. Across these moments, one pattern is clear: Technicians aren’t losing trust because they say the wrong thing. They lose trust because they skip steps. In this episode, Chris Elmore breaks down: Why objections repeat when something wasn’t understood How jumping to...
info_outline
Why Great Technicians Don’t “Handle” Objections, They Diagnose Them.
Windshield Time
Technicians aren’t losing deals because they lack answers. They lose trust because they solve problems too early. In this episode of Windshield Time, Chris Elmore and Noel Tarter reframe objection handling through a mindset every great technician already understands: diagnostics. An objection isn’t resistance. It’s a signal that something hasn’t been understood yet. This conversation breaks down: Why objections point to missing information, not rejection How jumping straight to solutions creates pushback Why slowing down builds authority instead of losing momentum How LEAP...
info_outline
How Techs Lose Calls (and Control) During the Holiday Season
Windshield Time
The holidays don’t just change schedules...they change mindsets, customer behavior, and the entire rhythm of the trades. And most techs don’t realize how much the season is influencing their decisions… until it costs them. In this episode of Windshield Time, Chris and Brandon break down the psychological pressure of November–December and how it quietly causes techs to slip: cutting corners, assuming customers won’t buy, projecting their own holiday stress, and mistaking emotion for emergency. This is not a “holiday tips” episode. It’s a psychology-of-the-season masterclass for...
info_outline
Why Customers Need Clarity Before the Price
Windshield Time
Most technicians think customers push back because of the price. But the truth is simpler: Customers push back because they don’t understand the problem. In this episode of Windshield Time, Chris Elmore and Brandon Cockrell break down the “value gap” — the space between what the technician knows and what the homeowner understands. When techs jump from “Here’s what’s wrong” straight to “Here’s how we fix it,” the customer is forced to make a decision without clarity… and that creates objections every single time. You’ll learn how to fill the value gap using...
info_outline
Stop Pushing the Fix: Why LEAP Closes Calls Without Begging
Windshield Time
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...
info_outline
What Customers Really Decide in the First 10 Minutes of a Service Call
Windshield Time
Customers decide more in the first 10 minutes than most technicians realize. Company reputation may get you the call — but your credibility determines everything that happens after the door opens. In this episode of Windshield Time, Chris Elmore and Brandon Cockrell break down the quiet, powerful signals that make customers trust you…or question you. From the moment you park the truck to the way you introduce yourself, customers are reading your appearance, confidence, preparation, and clarity. You’ll learn: The credibility signals customers notice instantly Why “borrowed...
info_outline
How Technicians Lose Customers Without Even Realizing It
Windshield Time
Most technicians think their job is to fix the system. But great technicians know—the real mission is to serve the person behind the problem. In this episode of Windshield Time, Chris Elmore and Brandon Cockrell break down why The People Are the Priority in every home service call. They explore why techs fall into target fixation, how base programming shapes reactions under pressure, and what it takes to rewire your habits through empathy, communication, and emotional awareness. You’ll learn: Why technical perfection means nothing without connection The firefighter analogy that...
info_outline
Why People Don’t Listen to You (and How to Fix It)
Windshield Time
Most people don’t want your advice. They don’t want you to fix their problem. They just want to feel understood. In this episode of Windshield Time, Chris Elmore and Brandon Cockrell unpack what it means to be a Super Communicator — someone who knows how to connect with people’s needs before trying to change their minds. They’ll show you how DISC profiles, empathy, and body language can help you connect better — with your team, your customers, and your family. Because once you know whether someone needs to be helped, heard, or hugged, you stop talking past people… and...
info_outline
How Habits Shape 40% of Your Day (and Your Success)
Windshield Time
Most of your day runs on autopilot — about 40% of it, to be exact. In this episode of Windshield Time, Chris Elmore and Brandon Cockrell dig into the Power of Habit — how tiny routines decide your results long before motivation does. From trading a morning Dr Pepper for water to learning how Tony Dungy rebuilt a football team through simplicity, this episode shows how to change your routines without changing your goals. You’ll learn: The cue–routine–reward loop that controls behavior Why 40% of your day is habit, not choice How to build a morning routine that sets your...
info_outline
How Curiosity Closes More Calls (and Builds Real Trust)
Windshield Time
In the trades, most techs learn to fix things...only a few learn to notice things. In this episode of Windshield Time, Chris Elmore and Brandon Cockrell reveal the hidden skill that separates average technicians from elite ones: curiosity. Curious technicians ask better questions, read environments faster, and earn trust without forcing it. Observation helps you see what others miss — and that’s where real connection starts. They’ll show you how to: -Use observation to anticipate customer needs and objections -Ask natural, curiosity-driven questions that open conversation -Spot key...
info_outlineWhy do customers say “yes” to one tech and “no” to another?
It often comes down to two overlooked influence skills: Consensus and Likability.
In this episode of Windshield Time, Chris Elmore and James Walker break down how people look for social proof before making a decision, and why being liked and trusted can outweigh the cheapest price.
Here’s what you’ll learn:
-The “safety in numbers” effect that makes buyers feel confident in choosing you
-How to localize consensus so customers can relate to others who’ve made the same choice
-Why likability builds trust faster than technical knowledge alone
-How to avoid using influence tools as manipulation—and earn genuine decisions
-Practical scripts and mindset shifts to help you guide customers toward yes
If you want to increase your close rate, build credibility, and make buying easy for customers, this episode is a must-listen.
📥 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/
FOLLOW + REVIEW
Enjoyed this episode? Follow us and leave us a review. Then share it with a teammate who needs to hear it.