> 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=0n...