I am currently watching The Office for the first time (What took me so long to watch it? The first few episodes didn’t captivate me, but once I pushed through them I really began to like the show.). I am currently on Season 9 so I’m almost done! But I was just reminded of this episode the other day (Season 2 Episode 7) called “The Client.” This is the episode where Michael and Jan go on a sales meeting to Chili’s with a potential client named Christian. Michael usually is not very good at staying on task, and this was proven once again in this episode. As they are at the meeting at Chili’s, Jan tries to drive the sales conversation, bringing up details and logistical aspects, while Michael is rambling on and on about his personal life. Michael talks to Christian about his personal life, while Jan tries to throw in little interjections about business, only to be interrupted by Michael numerous times.
Usually, I agree that Michael is very off topic and scatter brained in his conversations, but in this situation, Michael was open and personable and made friends with the client, Christian. He asked him about personal experiences, including topics about his family. He showed an interest in the client outside of business, which ended up landing him the sale. The climate of the meeting was also relaxed (they were at a Chili’s). It would have been a bit awkward if Michael would have gone in and approached the meeting as if they were in a conference room in New York City. As we have talked about in class, getting to know your prospects and making them feel understood is one of the most important aspects of selling. This makes the prospect open up to you (the seller) and makes them feel like they can trust you with their needs. Michael does a great job of exemplifying this lesson throughout the episode.
BoweryJE22
I agree, personal connections are so much stronger than business relationships. It can be difficult to remember that clients are just real people, and although for all you they are just trying to fix a grievance or problem through your company or service, they have a million other things swirling around in their lives. Being personable can lead not only to great sales relationships and future referrals, but also to friendships and genuine relationships.
Low key, The Office has some great lessons for sales. I think they did a great job to point out all of the funny flaws in salespeople.