Do you really believe that all companies are the same and offer the same quality jobs? Are all the personnel in the other companies as qualified as your company's? Do they offer the service you offer? Then why can't we talk about these differences and sell their value? The answer is that most of us have never given much thought to the value of our companies and how it fits into the price we offer the prospect.
When we sell anything, we need to keep in mind that we are the company to this prospect. We are expected to know everything about our company and its policies. We need to be the expert on the product, the installation and the available service. But first, and foremost, the prospect needs to have confidence in you, the sales person. We must instill confidence and establish trust very early in the interview process. Once they buy you, they may buy what you are selling. The first "I don't know" or "I'll find out" and your credibility is suspect and trust is further away. You need to do your homework about such things as: