Charles NoonanPresident, Landbank University · Real Estate Developer & Instructor

From Xerox to VP: How I Mastered the Art of Selling

17 Jul 2025 · 0 min

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A short conversational transcript in which Speaker A recounts mastering the art of selling during a career at Xerox, rising to a VP role. The speaker emphasizes that selling is less about convincing and more about helping customers realize needs they didn't know they had, and gives a concrete example selling large DocuTech copiers (noted as ~$100,000 units).

You don't convince. You just make them realize that they need something they never knew they needed before.
All right. Master selling. So when did you master selling?
I mastered at Xerox because I had to. I moved up the ranks, and by the time I got to vp, I think I mastered selling.
Yeah. So one job out of temple, you mastered the art of selling.
Absolutely. Absolutely. Because? Because I started out selling the small copiers, printers, fax machines, and by the time I got to that level, I was selling. We call it the docutech. Those big copiers that you see at staples. Yeah, that $100,000.