I may be repeating what some of the best Sales Pundits might have told on this topic. Gone are the days where you ask questions specifically to the customer in terms of what he/she wants and you make a sale accordingly.
Now with so much of knowledge available for any buyer when it comes to taking an educated decision, he also equally assumes that some of the services which are considered "extra" are part and parcel of the overall deal. It is rather tough tough if you assume yourself as the sales guy making the deal. I myself have been in that position for my own customers as well.
The customer assumptions/expectations have gone up for the bad of sales persons as he otherwise loses an opportunity to make an upsale there.
It depends in terms of how good/smart you are in managing such customer expectations without losing the grip on the overall commercials.
I write this based on my experience with one of my customers recently.