Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do bes
t when they focus 100 percent on helping clients succeed. When customers are suc
cessful, both buyer and seller win. When they aren?t, both lose. It?s no longer
sufficient to get clients to buy?a salesperson must also help the client reduce
costs, increase revenues, and improve productivity, quality, and customer satisf
action.
