When seeling through a Turn Key solution provider, how do I get the architect / contractor to consider not just the price but also, the accompanying quality standards / warranties offered.
Context (Selling a Product or Service)
I am currently trying to break into a project with a turnkey solution providing Architect / contractor. FInding it difficult to get him to a point where I can get him to evaluate the price not just on the basis of the competetion price but also the comparative quality standards / warranties.
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