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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