When we buy clothes, food and cars, we decide what styles, brands and models best fit our needs and desires and then find the best price on those products. The same applies to heating systems.
An old boss of mine loved to talk about something called the "price-value matrix." It was his boss' pet theory though, and when bosses have pet theories, they can't bring them up often enough. At the time, I had no clue what a price-value matrix was (still don't), but whenever he brought it up, I smiled agreeably, nodded a lot and told him what a wonderful price-value matrix it was.
So, how does this nice little story help you sell home comfort systems? Well, if there really is such a thing as a price-value matrix, it's important to know how home comfort systems fit into it and how to relay that information to your customer.