Michael Scott: The Underrated Sales Genius of Dunder Mifflin

I recently revisited my five-yearly ritual of rewatching The Office—a much-needed refresher after having consumed a lot of heavy, cerebral content.

And with each rewatch, I find myself more and more in awe of Michael Scott—not just as a character, but as a salesperson.

Michael is mostly remembered for his cringeworthy lines, inappropriate jokes, and an endless stream of "That's what she said" moments. But beyond all the madness, there’s one undeniable truth—Michael Scott was an exceptional salesman and a master at building relationships.

Somewhere along my professional journey in customer-facing roles, I came across a quote that stuck with me. I don’t remember it verbatim, but it was something along the lines of: “You don’t sell to a company—you sell to a person.” And if there’s anyone who embodied this, it was Michael Scott.

Michael didn’t just sell paper—he built friendships. While other sales reps leaned on pricing or product features, Michael knew that trust wins business.

Some of his best sales moments:

?? "Office Supplies" (S5E23) When the Michael Scott Paper Company was struggling, he went door-to-door, personally convincing clients to switch from Dunder Mifflin. His genuine care and relationships won them over—even against a much bigger competitor.

?? "The Client" (S2E7) Michael takes Jan to Chili’s for a big client meeting, ditching the formal setting for something casual. While Jan focuses on business, Michael cracks jokes, builds rapport, and closes the deal—over margaritas and baby back ribs. Proof that people buy from people they like.

?? "Traveling Salesmen" (S3E13) Michael mentors Dwight on a sales call, effortlessly mirroring the client’s personality. He starts with small talk, finds common ground, and makes the client feel valued. By the time he presents the deal, the client is already sold.

?? "Broke" (S5E25) An absolute masterclass in negotiation. Michael plays hardball, leveraging the clients he poached to force a buyout. He knows his worth and walks away with a great deal for himself and his team.

Michael Scott proves that sales isn’t just about numbers—it’s about people. And in that arena, he was the best Dunder Mifflin ever had.

What’s your favorite Michael Scott moment? Drop it in the comments—I’d love to discuss! ????