Were you laying tile last week and this is a new job for you? Or have you spent a lifetime working and learning the comfort business? Will this make a difference to a prospect or is the bottom line the price and not the quality of the job?
What's your m.o.? The modus operandi is the way you work during a sale. If you feel that price will make the big difference then you give the facts of the sale and the price. You convey the impression that everyone in the indoor comfort field is the same and does the same type of installation; therefore the price is how you judge what you will get.