What does Michael do to secure the deal? Here are the 4 steps he took to seal the deal.

He create trust

He doesn’t go right away talking about numbers. He doesn’t behave like a robot or too formal, he goes and presents himself as it is. The prospect gets the real Michael, not a fake version of someone desperate to make a sale.

Michael Scott knows how to handle objections

The prospect’s main concern is the price and Michael handle this objection by telling the prospect that he knows that other suppliers could be cheaper right now but in the long way they will be more expensive as they will undercut competitors and get the smaller players out of business and went finally they succeed, they jack up the prices.

He is knowledgeable

He lets the prospect know that he knows the market, that he knows what the prospect needs and that way he gets the risk out of the picture.

He knows when to shut up

When the prospect is ready to become a client, he knows it is time to shut up, it’s time to close the deal, there is no need to overextend the talk.

In summary to sell like Michael Scott:
– Create trust
– Handle objections
– Know your market
– Know the right timing to close the deal

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