All salespeople know that it is essential to not be a commodity - you have to standout from your competition and be able to distinguish your product from others the prospect is considering. When it gets down to very small differences in product qualities, and your price becomes the issue, you must remember the customer service side of the purchase. Who will the customer turn to when there is a question? Who will be there to answer questions about how to install the machine correctly? How to maintain the machine? How to expedite service turnaround for maximizing product usage? How to locate ancillary products for the processes needed by the customer?
Customer service is essential - don't under value it!
