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<\/p>\nI observed a great example of a good sales technique in “The Office.” In season 3, episode 7 the group splits into several different groups to go out and sell. There are various examples of good and bad selling techniques used by a couple of them. The technique that I want to focus on was done by Dwight and Jim. While they were in the customers office, the customer was heavily denying their product. The customer mentioned that the main reason is that the price of the big paper company he already uses was way better than Dunder Mifflin’s price. Dwight and Jim had a great technique to combat this objection from their customer. They asked the customer something along the lines of, “how much does customer service and relationship mean to you?” The customer responded with, “it is everything, of course.” What they did was call the big paper company their customer currently uses and they were put directly on hold. They then called Dunder Mifflin and their customer service person answered instantly and was ready to assist. Dwight and Jim effectively used a counterbalance technique that showed, that they knew they couldn’t compete with their competitors price, BUT they could offer something their competitor could not (amazing customer service). This was a great selling technique example that I observed from watching The Office. Although it is a funny comedy show, it has some valuable selling lessons to be learned.<\/p>\n
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