There are seven key elements in value-differentiation. Price is not one of them. The secret to true differentiation is the Jeffrey Gitomer value-first proposition. That's your ability to help customers or prospects with information that will help them build their business, so that you can earn yours. Wow me or risk losing me.
Satisfaction is no longer the acceptable measure of service.
Change your actions, questions, presentation, sales tools and Web site from ordinary to extraordinary. Study creativity to get to wow. Creativity is one of the keys to sales success in the new economy. Most people have never read a book on creativity. My favorite is Thinkertoys, by Michael Michalko.