In the movie “Glengarry Glen Ross” Blake (Alec Baldwin) is a corporate closer sent to a struggling sales team. In this scene, there are some high stakes: the top two sellers keep their jobs while the others are fired. The environment immediately becomes survival based and less about performance. To begin, Blake positions himself as a higher status, implying insider knowledge. Bake starts off strong by asserting dominance, a common sales tactic that allows the seller to have the upper hand. Next, Blake says, “you are nothing”, striping everyone’s confidence and resetting the hierarchy. This is also a common sales tactic that is quite harsh. It seems that this was more of an old sales tactic that, as this would not be as accepted today. Next, Blake introduces scarcity by saying that there are clear winners and losers in sales. There are limited rewards and immediate consequences. This sales tactic makes people act fast to avoid loss and to gain a reward. Then, there is the defining rule, “Always Be Closing”. This reduces complexity and reinforces urgency. When complexity is reduced, people are able to work with a clear goal in mind and become more efficient. Blake also makes a comment about someone drinking coffee, which to him symbolizes losing. Even small things, like drinking coffee shows that there is no middle group between winners and losers. Blake also reveals how much he made last year ($970,000) showing proof of success. This tactic gives people the idea that if they listen, they will also succeed. Status signaling is common and can work if done correctly as boasting about it can backfire. Overall, this scene is powerful because of its aggression and relentlessness. This emotional overload creates fear and some aspiration (top closer identity). This scene is more famous for how it makes the watcher feel than really giving sales tactic, but it is still able to give some insight on how some people sell.<\/p>\n","protected":false},"excerpt":{"rendered":"
In the movie “Glengarry Glen Ross” Blake (Alec Baldwin) is a corporate closer sent to a struggling sales team. In this scene, there are some high stakes: the top two sellers keep their jobs while the others are fired. The environment immediately becomes survival based and less about performance. To begin, Blake positions himself as […]<\/p>\n","protected":false},"author":3253,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-14155","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/14155","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/3253"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=14155"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/14155\/revisions"}],"predecessor-version":[{"id":14156,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/14155\/revisions\/14156"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=14155"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=14155"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=14155"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}