I look at it this way, I am there to help a customer make a decision not make it for them. There are many people who don't have a clue what they want or the advantages to having a better system installed then a basic one. I to have spent alot of time bidding jobs where the Person wants 3-5 options and then go with the cheapest price. Know I have spent that time preparing those estimates working up the way they ask only to loss the job. Time not well spent. So years ago I started doing flat rate costing which helped out alot. When I am at your home you will get all the prices from me that day, I want go back a figure the price then call you unless not a average job.
Customers have responded very well to this as they see where I am getting my prices from and realize (most) that if he installs let's say a (3) ton system in my home then does my friends house with the same system cost will be the same. Customers are not loyal anymore and I don't blame them in some cases. I guess my point in this long thread would be this as a homeowner we understand you want a few options and we want to provide you with those but make sure the next guy is going to do the same thing. Apples to apples not apples to oranges. It is that simply!