🧰 Real Plumbing Examples (How Socratic + Trusted Advisor Selling Works in Real Life) These examples show how to guide homeowners without pressure — by asking questions that lower resistance, build trust fast, and help the customer discover the right solution on their own. Each example includes: - What most techs say (creates pushback) - The question-based version (creates clarity) - Objection handling using calm, reflective questions 1️⃣ Water Heater Replacement vs Repair Situation: Homeowner wants “just the repair.” Most techs: “Your heater is old. You should replace it.” Instant resistance. Question-based approach: “Just so I’m clear — how long has the heater been giving you problems, and were you hoping for a short-term patch today or something that lasts long-term?” Customer: “Something long-term.” Follow-up: “If we discover the repair only buys a little time, would you want to see both options — a repair and a long-term fix — or just the repair today?” Customer: “Both.” ⭐ Objection: “I don’t want to replace it, that’s too expensive.” “Totally fair. Let me ask — when this happened before, did the repair last as long as you hoped?” Customer: “Not really.” “Got it. If that happened again in a few months, would that be more frustrating… or is your main goal to avoid repeated breakdowns?” The customer discovers the truth themselves — not from your pressure. 2️⃣ Clogged Drain — Customer Only Wants the Cheap Fix Most techs: “We can snake it, but you really need a hydro-jet.” Customer thinks it’s upselling. Question-based approach: “Has this drain backed up before, or is this the first time you’ve had to deal with it?” Customer: “It’s been happening every few months.” Follow-up: “When the last person cleared it, did they explain why it keeps coming back?” Customer: “No.” Advisor: “If we find the blockage is deeper in the line — past where the snake reaches — do you prefer a short-term clear or something that prevents it from happening again?”

Has anyone read a book called “The Trusted Advisor”? This helps me a lot in the field https://www.google.com/aclk?sa=L&ai=DChsSEwj8mID4yJWRAxWFnMIIHeFTD-gYACICCAEQChoCamY&co=1&gclid=CjwKCAiAraXJBhBJEiwAjz7MZXmhVaUWRbJOUg3sCXUPTdjUKg4INxvROGKxlF1kw_d8HtB_CwlXPRoCwZgQAvD_BwE&sph=&cid=CAASZuRo70HVs_EJs_OfP7mdwaHe8Fa06ZvAVKj1DNtKT1mn56sn3o80lvYikC41qJRxxQvG9yhMsxg6PQgHnsqloX6aOsnxySBrFnydjnnwl4qyn2WELpMTvqtVS3Hf1HlxbUnu7wBMLw&cce=2&sig=AOD64_3mFJA57q6en07JpJqSgtUJsAo1gA&ctype=5&q=&ved=2ahUKEwjB2_j3yJWRAxVkmSYFHWGYM2sQwg8oAHoECAYQDQ&adurl=

@Ben Jordan do you think there is something behind them asking for an itemized estimate? Is it just a bad case of cheap customers, or is there a lack of value we should be communicating?

I believe that it’s due to certainty with the customer. When I start asking more under the surface questioning, they tend to open up and you can see what’s behind that objection.

Sales is what you do for people not to people - Jeremy Minor