When it comes to sales, the product is only one component. In any sale there are only three areas that a customer can really define necessity in - quality, service, and price. You're lucky if you two out of three and getting all three is mostly unheard of. What makes an honest good salesman a good salesman? He sells what he has. If price isn't the thing he's got, he better make sure that the quality and the service is there. If quality isn't the thing he's got, he better make sure the price and the service are there. If the service isn't there, he better forget sales because he is the service, and if he can't recommend that, he needs to get out of sales.