How Trust and Social Proof Close Calls Before Price Matters

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 James Walker break down how people look for social proof before making a decision, and why being liked and trusted can outweigh the cheapest price.

Here’s what you’ll learn:

-The “safety in numbers” effect that makes buyers feel confident in choosing you

-How to localize consensus so customers can relate to others who’ve made the same choice

-Why likability builds trust faster than technical knowledge alone 

-How to avoid using influence tools as manipulation—and earn genuine decisions

-Practical scripts and mindset shifts to help you guide customers toward yes

If you want to increase your close rate, build credibility, and make buying easy for customers, this episode is a must-listen.

📥 Download the FREE Objection Handling Playbook — loaded with scripts and strategies to help techs close more calls: https://www.servextra.com/objection-handling-playbook-download/

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