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.
Inside This Episode:
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
Also mentioned:
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- The “bomb blast” effect: why customers shut down
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- The 7-step findings presentation framework
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- How to avoid the “I also found…” death spiral
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- The importance of linking symptoms to causes
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- When to give customers space—and when to stay close
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- Why you shouldn’t present findings with pricing attached
