2 minutes reading time (454 words)

A Tribute to Xerox: The Innovators Who Shaped My Career!

General Experts Corner Estate & Letting Agents

Friday, 30 August 2024

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Xerox may be best known for revolutionising the way we copied documents, but for me, their impact runs much deeper. Their innovation wasn't just about photocopiers—it was about transforming the way we approach business, particularly through their Professional Selling Skills (PSS) program.

The skills I learned from Xerox's PSS program became the bedrock of my career. It wasn't just about selling; it was about understanding the needs of clients, delivering value, and forging lasting relationships. These principles, taught by Xerox, led to my success in various industries. I first applied what I learned in the oilwell cement sector, where these techniques helped me to be the best.

When I transitioned to estate agency, Xerox's selling system was instrumental in enabling me to achieve fantastic results, which peaked at managing six new build sites and 120 second-hand sales a year with just me, Carol, and the show house reps. The success I experienced in agency sales was a direct result of applying the strategies and methods I learned from Xerox, which allowed me to excel in a seriously competitive market during the toughest market there's ever been: the MIRAS crash of '89.

But the journey didn't stop there. The strategic thinking and client-focused approach that Xerox instilled in me became the foundation for even greater success as a service supplier to the agency industry. By applying the lessons from Xerox, I was able to innovate and provide solutions that truly met the needs of the market, driving significant growth and establishing an industry standard that powered the growth of Buy to Let. This same approach has guided my work in the SaaS sector, where I've continued to leverage the principles Xerox taught me to create impactful solutions.

Today, as I work on a new search system that aims to surpass the capabilities of even the biggest digital platforms, I'm reminded of the lessons Xerox imparted. Their investment in understanding the sales process, particularly that $10 million spent in 1968, laid the groundwork for the kind of strategic thinking that is needed now more than ever.

Xerox may have started with photocopiers, but their legacy is so much more than that. They taught a generation of professionals, including myself, how to succeed through innovation, strategy, and understanding. Perhaps now, there's an opportunity for me to give something back—a way to say thank you for all they've given me.

To truly appreciate Xerox's impact, consider the spirit duplicator—the tech Xerox replaced. Stencils had to be typed on manual typewriters with painstaking care (no spell check), and then someone had to wind the handle once for every set of details required. Photos had to be manually stuck onto each copy. Xerox changed all that—Xerox satisfied our need!