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Interesting. Although I'm a developer, I was forced to take some sales training courses when I worked for Xerox. Imagine spending three weeks in a hotel suite i

Interesting. Although I'm a developer, I was forced to take some sales training courses when I worked for Xerox. Imagine spending three weeks in a hotel suite in El Segundo with thirty salesmen & programmers. The essence of what Xerox taught was: to sell, find out what problems your customer has, and figure out how your product/service can help him/her solve the problem. That's it. Xerox was very good at sales.

mxd3 5y ago
> The essence of what Xerox taught was: to sell, find out what problems your customer has, and figure out how your product/service can help him/her solve the problem. That's it. Oh, cool! That's the SPIN model[1], implemented by Neil Rackham at Xerox in the 70s. https://books.google.com/books/about/SPIN_Selling.html?id=0nM1DgAAQBAJ&source=kp_book_description https://books.google.com/books/about/SPIN_Selling.html?id=0n...