Also, you keep talking about "salesman" You mentioned that the one owner had the company since 1975. Thats fine, but tell him to bring his manager or son with hime next time so you can see deeper into the company. Because he'll (they) will be retired 10 years from now.
Also you may not think you don't want to talk to a sales rep.....but you have....and your sold on a 4Ton 20 SEER system. Another sales member is not needed, you sold yourself.