Windshield Time

This week on the podcast, Chris and Chris continue discussing how to handle objections with “That’s too expensive” and “I can’t afford it”. These objections can get confusing because they can mean the same thing. They can also mean different things. So how do you know? On this episode we do what we have done with the previous objections. We break it down to truly learn what the customer may mean when they say the objection. It’s important to listen to what they’re saying but also to hear what they’re telling you. Get read to LEAP through the money objections. 

This week on Windshield Time, Chris and Chris discuss how you should handle the “I want to think about it” objection. This objection can be the vaguest of all the objections you will get from a customer. The key for this objection, just like all the others, is to LEAP. Listen, empathize, ask questions, and problem solve. The first thing is to understand why a customer would say “I need to think about it”. Once you have understood why they might say it, you must then empathize and ask a question to determine if it is a smokescreen or condition. Chris and Chris talk about this and demonstrate how you can do it. But it only works if you are bold enough to LEAP! 

This week on the podcast, Chris and Chris talk about handling one of the most awkward objections: “I need to talk to my spouse.” 

This week on the last podcast of the year, Chris Elmore and Chris Loudermilk talk about the customer’s expectations. Your customer has an expectation of how the call will go before you even get there. these expectations are informed by past experiences, word of mouth, online research, and other people’s opinions. No matter how your customer’s expectations are informed, you must reset those expectations in order to serve them the best. Chris and Chris talk about how you can reset your customer’s expectations and become the best company that's ever been to their home. They also share some exciting news about the future of the podcast. Happy Holidays to everyone! 

This week on the podcast, Chris Elmore (the host) and Chris Loudermilk (the assistant to the host) talk about the ways you can overcome your fear of implementing the techniques you learn for communicating with the customer. They discuss:  

• How to practice every day. 

• Establishing rituals to help you stay on track. 
• Holding yourself accountable to your results. 

Fear of implementing is the number one thing holding back most technicians from hitting their personal and professional goals. Do these things to overcome that fear and gain confidence. 

In this encore episode of the podcast, Chris Elmore and Chris Loudermilk continue their discussion on handling objections. Specifically, this week they discuss how to handle the “multiple bids” objection.

In this encore presentation of the podcast, Chris Elmore and Chris Loudermilk talk about how to overcome your fears of selling. Most of us sell something in our daily lives. Even when we were babies, we had to sell someone on feeding us when we were hungry, holding us when we were fussy, and changing our diapers when we needed it. As we’ve gotten older, it’s gotten harder to sell. We have to learn to sell in a different way. As techs or salespeople, you are selling all day long, every day. For some, it can be a very anxious and fear-filled experience.

Today on the podcast Chris and Chris talk about the presentation you should be making to your customers on every call. Most techs will report back to the customer with all of the issues they found. It usually involves the tech listing out the issues and then asking the customer what he or she thinks. But the customer doesn't know. They're not the expert. You are the expert and an expert makes a purposeful, customized presentation with the best recommendation. 

All of you will face objections of one type or another when asking your customers to buy. On this episode of the podcast, Chris and Chris show you how to LEAP through Objections.  

On this episode of the podcast, Chris and Chris talk about something that makes everything fail eventually: Age and lack of maintenance. It's a concept everyone understands – if you don't do maintenance, cleaning, adjusting, and testing on a regular basis, things breakdown and wear out. Whether its a car, an HVAC system, an electrical panel, or even your body, everything succumbs to getting older and the lack of maintenance. Your customer needs to be aware of how age and the lack of maintenance affect their systems.