The Office – How Michael Scott Makes a Sale


I’ve been studying Michael for years and I’ve
condensed what I’ve learned into this chart, ‘How Michael Spends His Time’. As you can see we have procrastinating, and distracting
others, and this tiny sliver here, is critical thinking. I made it bigger, so that you could see it. After years of watching Michael Scott as the mostly in-competent regional manager of Dunder Mifflin Scranton, you would almost forget he was at one point
the company’s greatest salesman. Been there, done that.
Two years in a row. Consecutive. Unlike most salesmen who solely focus on creating
a need and exploiting it, Michael’s philosophy is a little different, and this
deserves some attention. Thank you! The first time we his talent for sales in
action is in episode 7 of season 2, where he and his boss Jan go out to land a new client. Hello, Christian? Yes.
– I thought that was you, hi. So, this possible client they’re talking
about, actually a big deal. It’s Lackawanna County. Our whole county. And if we get this, they might not have to
downsize our branch. Instead of going straight to business, Michael
focuses on establishing a personal relation first. Awesome Blossom. What? I think we should share an Awesome Blossom, what do you say? They’re awesome. He lightens the mood with jokes and really
takes the time to get to know his potential client. It is only after laying a solid foundation
that he engages in business and makes the sale. Over the course of the series, we see Michael
using this method to land multiple major clients. This is a huge sale. Yes, right, good. But let’s also consider the product he’s
selling. Dunder Mifflin is a small company that cannot
compete with the prices of nation-wide chains, and so their product isn’t so much paper,
as it is customer service. That is what sets Dunder Mifflin apart, and
that is their most important selling point. Dunder Mifflin may be just two rooms and a warehouse, but what we lack in flash, we will make up for with hard work and decency. Michael is able to successfully convey this precisely
because of his sincere and intuitive approach, he doesn’t just sell customer
service, he embodies it. He makes a sale in the same way that he would
make a friend. He gives people his full attention, makes
them feel valued, and genuinely cares about their needs. Now compare this with Ryan for example. Hello Ryan, what do you have for us? Ryan fails to make a sale because he is constantly
up in his head, constantly scheming and trying to
calculate his best possible move, making him unable to convey what
Dunder Mifflin is really about. I don’t get it. I don’t get what I did wrong. Not everything is a lesson Ryan, sometimes you just fail. It’s those online paper jerks,
the whole business is changing, There are, however, some implications to
Michael’s way of doing business; because like paper in a paperless world; it seems to become endangered in an increasingly impersonal and corporate society. When Michael is having money problems, he
takes on a second job at a telemarketing company. Here we get a glimpse of Michael’s worst
possible environment; a place of scripted pitches and quick interactions in which there is no room for making personal connections. I know sales, and I had that sale, I just needed a few more minutes.. A few more minutes is a waste of our time. It’s not – This is a trading game – no –
You give a quick pitch, you make the sale and move on. Dunder Mifflin is not immune to these changing
demands and has no choice but to adapt; By your own employee’s calculation you’ll be obsolete in the next 5 to 10 years. Thereby putting Michael at odds with
his own company as well. This company is getting younger, faster, more efficient.
You need to prepare yourself. When Dunder Mifflin launches a new website,
Michael feels he is being pushed out, and so to prove the old ways are better, he desperately tries to convince former clients
to come back to Dunder Mifflin, only to realize that he is the one
who may be falling out of touch. We’re also coming out with a website, soon.
It’s a state of the art thing. It’s gonna cut costs, and it will make
ordering much, much easier. But I think the stakes aren’t truly revealed
until a season later. In episode 12 of season 5, Dunder Mifflin
goes after the business of Prince Family Paper, and Michael is tasked with gathering information. But after meeting the Prince family he discovers they are just a small family business serving their community, a reflection of the very thing he himself values so much. Business is always personal, it’s the most personal thing in the world. Those people will be ruined! It’s business, it’s not personal! And he realizes that maybe he does not belong in this corporate world without mercy. I’m not a shark. The episode shows us the apparent inevitability of small businesses being devoured by larger corporations, and personal relations being
replaced with faceless transactions. However, The Office also shows us why there
is no need for despair just yet. Because despite the many obstacles that are
put in Dunder Mifflin’s way; from scandals to bankruptcy, lay-offs and buyouts, it is Michael and his Scranton branch that persevere; that prove itself to be the unwavering, everlasting
heart of Dunder Mifflin. Look, people continue to come back to us time
and time again because they feel cared for here. They feel respected, and they feel their needs matter. They are treated like human beings. He may not be the perfect manager, but ultimately, Michael stands as a testament to an ideal that goes beyond a lesson in sales, an ideal of a salesman who cares about business, but cares more about people. People, Ryan. And people will never go out of business.

100 thoughts on “The Office – How Michael Scott Makes a Sale

  1. i literally dropped tears because this video, and don't understand how 1,1 thousand people disliked this material

  2. “A good manager doesn’t fire people. He hires people and inspires people… People Ryan. And people will never go out of business.” Michael Scott’s words sum it up.

  3. A) You are Werner Herzog, my friend. B) Couldn't disagree more. Michael is a classic narcissist – while he values relationship over making sales, it's not based in value system, it's his overriding need to be praised and liked. Any success he might have had is more a symptom of this than the other way around.

  4. Cool, I didn't know Werner Herzog was doing Office commentaries…

  5. Without even watching this video I can tell you he makes sales by getting to know the customer in a personal way. He pushed old school things like decency and hard work and he turns big sales into something of a small hangout. He makes jokes, relates to the customers experiences and is just a genuine nice, knowledgeable guy. Michael is actually the kind of guy who so good at his job that he’s bored with it so he wastes a lot of time for most of the day while landing big sales by the end. Like in the episode where Jan has Pam make a list of what Michael does all day. He closes a day of nonsense with a huge sale.

  6. I give props to anyone who can make it past the first minute of this guy talking😂 I’m sorry i can barely even understand this guys Spanish

  7. കരയിപ്പിക്കല്ലേടാ മോനേ.

  8. Amazing Video!
    Great edit, so simple, and wonderful analysis.

  9. I tried to avoid watching this so many times until I finally did. No regrets. Great job with progression of events ♥️

  10. His night with Jan and the county purchasing manager, played by Tim Meadows proved how and why he was a great salesman. I've worked in sales. Often the most annoying people are successful because they aren't afraid to ask for the sale.

  11. I ABSOLUTELY LOVE this video. Shows the true essence of Michael that no one really seems to get. I will forever love Michael G. Scott.

  12. If you hate Michael, you probably don't understand his true character. Peel back his bravado and ignorance

  13. I started watching this for the first 15 seconds and I said to myself “here we go another voice over project,, click next.” Then I kept watching and I was moved about how he dissected what I had missed all those years of being a big fan. Michael Scott the character was the glue, he was the real example of what it was to be THE salesman… hillarious show, top 5 in American history

  14. I look for companies that have the Personal Touch I don't like calling a computer and saying press number 5 for this number for that only to get cut off and have to call back again I look for companies that have actual people answering the phones and I think it's friend is going to go back towards that way I'm not saying it's going to take over I'm just saying that people are sick of computer interaction bull

  15. This made me cry. Because; I m from Sri Lanka and in this third world money and sales flows with slightly harshly. I recently got to know about this Sit-Com The Office US through YouTube and will give my utmost gratitude for uploading videos of the show and the review videos like this. Michael Scott is literally my father but he stuck in the wrong job for 34 years. He will be retiring in next April/March. He was in the logistic/invester side and he does not possessed any degrees but a human degree of wanting to help other and the country. But all of the people who worked with him much "Higher Qualification" but doesn't care about a single client. Through out my life I saw my father's life was in misery. His only happiness was having my mother by his side and looking me growing up. Just like Michael He cared about the people that numbers. When a foreign investor/ local investor comes to his table with a business idea or a problem, he always try to do his best and his hope was that person should not have the same problem again while OTHERS . Which ultimately has to go over "Company" ethics and consider the humane part of the business. He did well but never recognized.

  16. True quality. True quality is what your channel and videos exemplify to the definition. This is the first time I've discovered this channel and I've watched several of your videos today, beginning with the analysis of "Arrival" (amazing movie, go watch his video on it it's perspective changing). Everything from the well thought out dialogue to the music in the background sets a great mood and makes you think. Your analysis is deep and brings so many new ideas to the table. Do keep it up. You won't be losing my attention anytime soon.

  17. I've never watched The Office but this video inspires to want to see it.

  18. You made a TV show comedy into a heartfelt video how? Oh I'm crying this was beautiful! 😭😭😭

  19. THIS IS ONE OF MY FAVORITE CHANNELS! Please do the movie "Her" or "The Great Gatsby".

  20. Seen the office 3 times. This is the first time I got goosebumps. Great editing

  21. Like the video, and great statement. But hate your voice. No disrespect…

  22. This is Sales 101
    Use this system it is proven all over the world.
    Introduction
    Short Story
    Presentation
    Close
    Rehash
    1st in intro hou are not just introducing yourself but also 1st impression is the best way for you to get the customer to drop their guard by eye contact smile and getting to know them
    Short story is about what your doing/offering this is a good time to name drop a company and person they know that does the same thing and how it made them better.
    Presentation is all about the product and you, they first need to buy you before anything else. Be honest sincere and know the companies needs.
    Close is the close there are 3 types the Hard close where basically you tell them so is friday the best time to sign the paper work and bring you the product
    Soft close is where they ask questions (any question neg/positive are buying signs) this is where you ask for their business.
    Last close is a mix between both but you are indifferent to whether the get it or not you have to implement strategic tactics that is why everyone give examples are getting it and that you only have so many left and other prospects.
    Rehashing is making sure they are aware of everything. But also more importantly is getting more than 1 sale ask for other companies they know that would want it have them call to send you there or why people buy more.

  23. I have watched this video 3 times. Please make an analysis on: The Girl on the Train 😍

  24. It’s funny, everyone wanted to criticize Michael as an incompetent boss but no one could replace him, Andy failed, Jim failed, Robert California failed, really only Dwight could, and he got to study Michael for probably a decade, dude is so much more valuable than he was shown to be!

  25. Nice job, man! I haven't watched the full series yet and so I thought at the beginning this was the documentary at the end of the series.

  26. I didn't think it would be possible to make Michael more loveable but you just did that.

  27. Just how do you manage to make me cry in every video! Even with something like The Office.

  28. Big words coming out of Tuna's mouth considering he colored that giant circle with crayons

  29. Bro this shit is gold!!! Very emotional for a comedy show but maaaaan. Michael Scott was a hell of a manager.

  30. He writes down a thing about his client on the back of a different customers contact card… "Gay son".

    He's a genius. His marketing commercial is needed today. Everything being sold to us is boring…and condescending…

  31. An interesting take on Michael's salesmanship, but keep in mind also the lessons of Arthur Miller's 1949 play Death of a Salesman, which portrays glad-handing "friend-" based salesmanship as a kind of manipulation that prostitutes genuine friendship, and therefore dooms the main character to failure because he puts so much weight on success combined with "popularity." A critique of capitalist relations penetrating our connections to other people. Consider also David Riesman's 1950 sociological analysis "the Lonely Crowd," which made the distinction between inner directed people who live by their own values, and other-directed people, creatures of the corporate world, who take their cues from others and try most of all to be pleasing, again as a manipulation to make their way through corporate society.
    This leads me to ask that you analyze Mad Men– the ultimate examination of prostituting oneself and manipulating others on a grand scale, dedmonstrating the way ostensibly liberating cultural trends were subsumed into the capitalist order during the 1960s.
    I don't begrudge capitalism's power to create wealthier societies, but I think it's important to be aware of the manipulations so people can rise above them and make a decent life for themselves as human beings and citizens rather than merely customers.

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