You built four options. You laid them all on the table. The customer's eyes went straight to the cheapest one. This episode fixes that.

Chris Elmore breaks down why presenting all four options at the same time costs you money on every call — and teaches the top-down method that uses the trust you've already built to guide the customer toward the best solution.

He covers the psychology of forced buys, why four options is the right number, and exactly how to build them using the red, yellow, green diagnostic system.

You'll also hear two stories you won't forget — a Hot Wheels toothbrush that explains your entire job as a tech, and a gas station on a hill that will change how you present tomorrow morning.

You'll learn:

• Why showing all four options causes customers to anchor on the cheapest
• The difference between fun buys and forced buys — and why it matters
• How to build and present your four options from the top down
• What to do when the customer says no — the LEAP method
• Why fighting for your recommendation is the most professional thing you can do

Full show notes and resources: servextra.com

Subscribe & listen:

Spotify: https://open.spotify.com/show/5DlsGABopPu9Qq9NNhK4hu?si=70c11c4b09aa4dec

Apple Podcasts: https://podcasts.apple.com/us/podcast/windshield-time/id1386770507

All episodes: servextra.com/episodes

Hosted by Chris Elmore. Got a question? Reach Chris at [email protected]