Every buying decision is influenced by more than facts or price.

Two psychological principles (Reciprocity and Consistency) play a massive role in how comfortable customers feel saying “yes.”

In this episode of Windshield Time, Chris Elmore and James Walker break down these two science-backed influence skills and show you how they apply to every in-home service call:

1) Reciprocity: Why small, genuine gestures make people feel good about returning the favor

2) Consistency: How asking the right questions early makes customers want to stay aligned with what they’ve already said

You’ll also learn:

-How to create a trust-first atmosphere where customers feel safe making a decision

-Real-world service call examples showing reciprocity and consistency in action

-Why understanding human behavior makes every conversation smoother, easier, and more natural

-This isn’t about manipulation—it’s about communicating in a way that feels honest, helpful, and human.

📥 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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