Windshield Time Episodes

In this special episode of Windshield Time, get to know Mark Bruckbauer AND the two Chrises a little more. Check out the most impactful lessons they have learned along the way, and even find out some of their top favorite movies, books and more! Who is Mark Bruckbauer?  Mark was born in Pittsburg, but moved …

When it comes to the end of the sale and you have trouble asking the customer to work with your company by upgrading an appliance or installing a new product, the entire service call can go awry. You want to make sure that your entire experience is geared toward building up your credibility to give …

This week on the podcast Chris Elmore and Chris Loudermilk talk about selling the seemingly unrelated items on a call. A customer calls for one of three reasons: a problem, maintenance or a quote. On each of these types of calls you will find items that the customer may not have expected were related to …

This week Chris Elmore and Chris Loudermilk explore the order and quality of conversation during sales calls. Knowing what to say and when to say it can make all the difference when trying to earn customer trust and make sales. Read on to find out some of the advice Chris and Chris recommend to all …

We are finally back! This week on the podcast Chris Elmore and Chris Loudermilk talk about what it means to be courageous as a technician or salesperson. It is likely that many technicians will try to avoid situations where they might fail because their personality variables are different than salespeople. But those technicians that are …

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? In this episode, we do what we have done with …

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 …

New Year, New(ish) Podcast Welcome to Windshield Time! This is the new and improved podcast from Service Excellence. The purpose of this podcast is to help you use your windshield time to turn learning into earning. Join the Host, Chris Elmore, and the Assistant to the Host, Chris Loudermilk as they discuss all things in home service and sales. Windshield Time is dedicated to …

Managing Your Customer’s Expectations 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 …

[fusebox_track_player url=”https://traffic.libsyn.com/secure/toddliles/Overcoming_the_Fear_of_Using_You_Knowleldge.mp3″ ] Service Techs: Learn How to Use Your Knowledge on the Job 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 …

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 …

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.   Don’t Hear a “No” You shouldn’t assume the answer is No when you get an objection. Most of the time, an objection is an opportunity to learn more or teach more. You should look at objections just like you would …