If we ask do you want this option, we will spend a lot of time convincing you or changing the option to match. Or you will just say no.

If we give you 2 or 3 choices, you will more likely choose an option.

The corollary is:
With three options in the following manner, you will pick one of the following and it is likely to be 2 or 3 (a little behavior economics is occuring here – see Dan Ariely).

  1. This option is what the client asks for but at our convenience
  2. The option the client asks for
  3. The option the client talked about while asking for number 2