"The first option, or the best option, allows a contractor to fully explain all of the benefits the homeowner will receive," said Schmidt. "A contractor can go into detail, relating how the system benefits will address the concerns that the contractor uncovered earlier in the sales call. Getting the decision maker to agree that the benefits of this best system are what they need is a critical step in a successful sales call."
When the homeowner is presented the best option, the homeowner feels, as she put it, anchored to that option.