Every trade faces it — HVAC, plumbing, electrical: You show up, diagnose the problem, replace a part, and 20 minutes later the system is running again. The invoice? $400.

And the customer says:

“Why am I paying so much for something that looks so quick and simple?”

In this episode of Windshield Time, Chris Elmore and James “J Dub” Walker unpack one of the most common challenges in the trades: explaining the true cost of service calls.

Here’s what you’ll learn:

-Why customers confuse time and parts with value

-The real cost of rolling a truck — labor, benefits, overhead, marketing, fuel

-How to show customers they’re paying for comfort, safety, expertise, and peace of mind

-Why diagnosis and communication matter more than the part itself

-The “squeaky floor” story — how one nail can be worth $400 when backed by skill and a guarantee

If you’ve ever had a customer push back on pricing, this episode will give you the tools and language to defend your value and protect your professionalism.

📥 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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