{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Why Customers Need Clarity Before the Price","description":" Most technicians think customers push back because of the price. But the truth is simpler: Customers push back because they don\u2019t understand the problem. In this episode of Windshield Time, Chris Elmore and Brandon Cockrell break down the \u201cvalue gap\u201d \u2014 the space between what the technician knows and what the homeowner understands. When techs jump from \u201cHere\u2019s what\u2019s wrong\u201d straight to \u201cHere\u2019s how we fix it,\u201d the customer is forced to make a decision without clarity\u2026 and that creates objections every single time. You\u2019ll learn how to fill the value gap using the FAB model (Features\u2013Advantages\u2013Benefits), how to explain the old part before recommending the new one, and how to translate technical language into real-world meaning the customer can trust. This episode shows you exactly how to build value before the price \u2014 so the price finally makes sense. Inside This Episode: Why unspoken questions turn into future objections How mixed signals from homeowners mislead techs The psychology of explaining the old item before the new one How FAB automatically creates understanding and trust Why technical jargon kills confidence How to slow down, explain clearly, and close calmly The real reason skipping steps forces you to backtrack When you fill the value gap early, trust rises, objections fall, and approvals become natural. \ud83d\udce5 Download the FREE Objection Handling Playbook \u2014 loaded with scripts and strategies to help techs close more calls: https:\/\/www.servextra.com\/objection-handling-playbook-download\/ FOLLOW + REVIEW Enjoyed this episode? Follow us and leave us a review. Then share it with a teammate who needs to hear it.   ","author_name":"Windshield Time","author_url":"https:\/\/www.servextra.com\/","html":"