Value trumps wares - every time

Customers form their strongest relationships with people who give the most value. In today’s selling environment, what you sell - be it a product or service - is, in itself, the least valuable thing that you offer. In fact, it is probably viewed by most buyers as a commodity. Whether you are a car salesman, a financial advisor, a copier rep, a lawyer, or a plumber, customers can get what you sell from dozens of other people who offer the same thing. In a me-too world, good advice - ideas that help customers to make better decisions - trumps, by a wide margin, the value of your “wares”.

Excerpt from:

http://blogs.bnet.com/salesmachine/?p=11187&tag=nl.e808