Windshield Time

Every great service technician knows the 3 C’s: competence, confidence, and control. But how do you actually build them?

In this episode of Windshield Time, Chris Elmore and James “J Dub” Walker brea…

What makes a great service technician? It’s not just tools or technical knowledge—it’s mastering the 3 C’s: Confidence, Competence, and Control.

In this episode of Windshield Time, Chris Elmore and J…

Every buying decision is shaped by psychological triggers.

In this episode of Windshield Time, Chris Elmore and James Walker break down two of the most powerful influence principles (Authority and Sc…

Why do customers say “yes” to one tech and “no” to another?

It often comes down to two overlooked influence skills: Consensus and Likability.

In this episode of Windshield Time, Chris Elmore and Jame…

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…

Some techs walk into a home and customers instantly feel comfortable. Others can’t get past “let me think about it.”

It’s not luck. It’s learnable skills.

In this episode of Windshield Time, Chris El…

These days, customers show up armed with YouTube videos, online forums, and a confidence that can make even seasoned techs bristle.

So, what do you do when a customer thinks they know more than you? …

What do you do when your customer insists on a cheap Band-Aid fix instead of the real repair you know they need?

In this episode of Windshield Time, Chris Elmore and James “J-Dub” Walker dive deep in…

If customers don’t see you as a professional expert authority, they’re less likely to trust your recommendations or pay what your work is worth.

In this episode of Windshield Time, Chris Elmore and J…

If customers don’t understand you, it's harder for them to trust you, and even harder for them to buy from you. 

In this episode of Windshield Time, Chris Elmore and James “J-Dub” Walker reveal why o…

When a customer chooses the cheapest option, is it really because of price or because of how it was presented?

In this episode of Windshield Time, Chris Elmore and James “J-Dub” Walker reveal why cus…

In the trades, busy season feels like chaos—calls stack up, the pressure ramps, and the temptation to rush is real. But here’s the truth: cutting corners doesn’t save time—it costs you.

In this episo…

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 i…

“Why do we have to charge so much?” If you’ve ever asked that question—or had a customer ask it—this episode is for you.

In this candid breakdown, Chris Elmore and James “J-Dub” Walker unpack what it…

Just because you've been there before doesn't mean the process changes.

In this episode of Windshield Time, Chris Elmore and James “J-Dub” Walker break down the common trap techs fall into with retur…

Not every objection is about price. Sometimes, customers are already frustrated the moment you pull up.

In this episode of Windshield Time, Chris Elmore and James “J-Dub” Walker unpack the invisible …

The best sales pros don’t just follow a script—they read the person in front of them.

In this episode of Windshield Time, Chris Elmore and James Walker break down how understanding personality types …

Ever been told, “I’m getting a few other bids” or “I want a second opinion”—and didn’t know what to say next?

In this episode of Windshield Time, Chris Elmore and James Walker break down how to confi…

Money objections are tough, especially when you hear “I can’t afford it.” In this episode of Windshield Time, Chris Elmore and James Walker dive into one of the most emotional objections techs face i…

Ever heard “I need to think about it” and watched your sale walk out the door?

In this episode of Windshield Time, Chris Elmore and James Walker unpack one of the most common—and misunderstood—object…