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PODCAST

Windshield Time

Windshield Time, formerly known as The Service Contractor Radio Show is a podcast dedicated to home service technicians and salespeople. Your host, Chris Elmore will be there for you during your windshield time (or whenever you have time to listen!) to give advice on managing customer expectations, obliterating objections and connecting with your customers on a deeper level in the home.

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All Episodes

35:04

Modifying for Existing Customers

Windshield Time ·

2021/10/20

This week on the podcast, Chris & Chris answer a listener question: How to upsell to existing customers.

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27:30

What Customers Dislike

Windshield Time ·

2021/10/06

This week on Windshield Time, Chris & Chris discuss the things about techs and salespeople that customers don't like. Spoiler alert: it's not technical! Tune in to learn more!

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39:28

Questions & Answers

Windshield Time ·

2021/09/21

This week on the podcast, Chris & Chris discuss asking questions and giving answers.

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43:14

A Purposeful Presentation

Windshield Time ·

2021/09/08

Join Chris, Chris and Matthew as they discuss the power of a purposeful presentation.

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27:36

The Most Challenging Customers on the DISC Profile

Windshield Time ·

2021/08/11

This week on the podcast, Chris and Chris discuss the best and worst customers to have and how to handle the more difficult ones. Stay tuned!

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37:33

Presenting Like a Professional Technical Expert

Windshield Time ·

2021/07/28

This week, Chris Elmore and guest Matthew Barbosa talk about presenting to the customer like an expert. Stay tuned!

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43:32

Introducing Matthew Barbosa

Windshield Time ·

2021/07/14

In this episode of Windshield Time, Chris and Chris introduce a new team member. And, no, his name is not Chris. We're excited to welcome Matthew Barbosa as the newest member of the Service Excellence team.

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54:33

Your Personal Script

Windshield Time ·

2021/07/07

In this episode of Windshield Time, Chris & Chris talk about your personal script! Tune-in!

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37:01

Recognizing & Adapting to Customer's Profile

Windshield Time ·

2021/06/23

On this episode of the podcast, Chris & Chris talk about recognizing and adapting to the customer's profile.

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47:01

The 5 Myth Traps

Windshield Time ·

2021/06/16

This week on the podcast, Chris and Chris talk about the 5 myth traps. Plus, they have a surprise special guest. Check it out.

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36:25

Setting & Resetting Customer Expectations

Windshield Time ·

2021/06/09

This week on the podcast, Chris & Chris discussing setting and resetting customer expectations so you can get those higher ticket sales and your customer becomes a customer for life. Listen now!

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17:56

The Ease of Creating a Remarkable Experience

Windshield Time ·

2021/05/20

On this special "On the Road" episode of Windshield Time, Chirs & Chris talk about creating a remarkable experience for you and your clients.

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36:50

Relationship Building

Windshield Time ·

2021/05/12

In this week's episode of the podcast, Chris and Chris discuss building relationships.

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38:43

Introducing Mark Bruckbauer

Windshield Time ·

2021/04/28

In this episode of Windshield Time, Chris and Chris bring on special guest, Mark Bruckbauer, who is the newest coach at Service Excellence. Stay tuned to get to know Mark!

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35:08

Asking the Customer to Buy

Windshield Time ·

2021/04/07

This week on the podcast, Chris Elmore and Chris Loudermilk talk about how you should be asking the customer to buy, but not before you’ve earned the right to ask. You have to earn the right by doing all of the things upfront that help build value, discover needs and wants, and make it easier for you to ask. You then have to be direct and ask for what you want. You must also be willing to stand up and fight for your recommendation. Asking the customer to buy is more than just asking them a

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33:45

Selling the Seemingly Unrelated Items

Windshield Time ·

2021/04/01

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 the reason for their call. Chris and Chris talk about how to reset the customer’s expectations in the beginning, how to deliver on those expectations, and how to tie everything together.

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28:41

Set Up The End at The Beginning

Windshield Time ·

2021/03/24

This week on the podcast Chris Elmore and Chris Loudermilk talk about preparing for the end at the beginning. Every service call is unique; however, you should always start every call the same way. At service excellence, we teach the PRESS PLAY process which includes Prepare, Relationship building, Evaluate with questions, and Settle Anxieties. These principles help you set up the end at the beginning by helping you have a great conversation with the customer that answers unspoken questions,

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35:21

How to be Courageous in Your Work

Windshield Time ·

2021/03/17

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. The best techs and sales people out there are courageous enough to try things even if they fail or even if there is a possibility of failure. Normally technicians will avoid situations where they might fail. But those courageous enough to fail can become superstars. We discuss how you can be courageous and be the best you can be.

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40:07

Handling the "I Need a 2nd Opinion" Objection

Windshield Time ·

2021/02/11

This week on the podcast, Chris Elmore and Chris Loudermilk continue the series on objections with “I’m getting multiple bids” or “I need a second opinion.” This objection can sometimes be the most awkward objection to deal with. But just like every other objection, we should seek to eliminate or minimize the power of this objection by having a great process and following that process before we ask the customer to buy. As always, if we do get an objection the best way to handle it is with LEAP

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40:56

Handling the "That's Too Expensive" Objection

Windshield Time ·

2021/02/03

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

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