Why Customers Need Clarity Before the Price
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 the FAB model…
The skinny
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