Jim and Dwight from “The Office” are known for their iconic pranks and fighting throughout the show’s nine seasons. Jim even pranked Dwight with fake sales calls and fake interviews, but what many people don’t realize is that Jim and Dwight were actually amazing salesmen and had their pitch down perfectly.<\/p>\n
In this pitch, Jim and Dwight are trying to sell to a business and they knew exactly how to differentiate from their less expensive competitors. Jim and Dwight gave a small pitch, let the perspective customer shut them down saying, “I appreciate what you guys are saying, but it makes more fiscal sense to go with one of the big guys.” Jim and Dwight both acknowledged this fact and even agreed, but then asked an extremely good question, “How important to you is customer service?” The buyer said it was extremely important. As the sales pitch was happening, about halfway through Dwight had called the customer service line of a big supplier, and still hadn’t gotten to speak to a rep. He pointed out that they had been on hold the whole time, then Jim called Dunder Mifflin, and customer service picked up immediately and sounded happy to be talking.<\/p>\n
In this short but classic sales pitch it shows that even if you have higher prices, and several other disadvantages to other sellers, if you stick to what sets you apart, you have a chance. Jim and Dwight showed how they differentiated from the other sellers, and they earned the customer’s business because of it. If you know your product\/service and how it differentiates, you could sell almost anything.<\/p>\n