You complete the decision — you don't keep shopping it. When the homeowner picks their option, the appointment changes state: the chosen option becomes the project, the conversation moves to the proposal, and every word from you treats the choice as settled ground. The reps who lose chosen sales lose them by continuing to present options to people who already picked one.
The short answer
The confirmation is brief and in their frame: the option they chose, restated with the reason they chose it — their criteria, their motive. That restatement matters because it converts your option into their decision, and decisions people own get defended (including against their own second thoughts at midnight). Then the proposal: options on paper, the investment presented in its documented position, and the close run on ground that's already agreed. Every return to “or we could also look at…” from here is a withdrawal from the decision's account.
How it runs
Choosing an option is not the whole decision — the complete-buying-decision audit still applies: company confirmed, investment understood, commitment stated. The option choice does heavy lifting for the solution piece, which is precisely why the remaining pieces can be finished cleanly and quickly while momentum is high. Momentum is the asset here; the button-up after yes will protect the decision, but only a completed decision reaches the button-up.
Every moment in these guides is a Spar round you can lose safely tonight instead of at a kitchen table tomorrow. Round 1 is free; the full camp is $29/month. Spar before you knock.