Watch and Learn: Sales Movies! Glengarry Glen Ross

Not all of these movies cast the sales profession in the best light. Few of them tie directly to the work we do today of engaging prospects and building relationships in the digital space. But as you watch these heralded classics, you’re bound to come away with some insight and food for thought. At the very least, you’ll have a stomach full of popcorn and candy. Now there’s an easy sell.

Glengarry Glen Ross is a classic that depicts the harsh reality of sales in a cutthroat environment. The movie is based on a play by David Mamet, and features a stellar cast of actors, including Al Pacino, Jack Lemmon, Alec Baldwin, and Kevin Spacey. It is full of memorable scenes and dialogues, some of which can teach us valuable lessons about sales. Here are some of the sales lessons to learn from the movie Glengarry Glen Ross.

Always Be Closing (ABC): This is perhaps the most famous line from the movie, uttered by Alec Baldwin's character, Blake, who is a ruthless sales trainer sent by the head office to motivate the underperforming salesmen. He tells them that they should always be closing, meaning that they should always be focused on getting the deal done, no matter what. This lesson is still relevant today, as sales is ultimately about results. A good salesperson should always have a clear goal in mind, and should always be looking for ways to move the prospect closer to the sale.

Know Your Customer: Another lesson from Blake is to know your customer. He tells the salesmen that they should know everything about their prospects, such as their names, their needs, their wants, their problems, and their budgets. He also tells them to use this information to tailor their pitch and to create rapport with the prospect. This lesson is also very important in sales, as knowing your customer can help you understand their pain points, their motivations, and their objections. By knowing your customer, you can also offer them the best solution for their situation, and show them how your product or service can benefit them.

Don't Rely on Luck: One of the main conflicts in the movie is between the salesmen and the leads they are given. The leads are the names and numbers of potential customers, and the salesmen complain that they are old and worthless. They blame their poor performance on the bad leads, and they demand better ones from the management. However, Blake tells them that the leads are not the problem, but rather their attitude and skills. He tells them that they should not rely on luck, but on hard work and persistence. This lesson is also very true in sales, as luck can only take you so far. A good salesperson should not depend on external factors, but on their own abilities and efforts. They should also not make excuses for their failures, but learn from them and improve.

Here are some of the best quotes from the movie:

- "Coffee is for closers." This is one of the most iconic quotes from the movie Glengarry Glen Ross, spoken by Blake (Alec Baldwin) to the struggling salesmen. It implies that only those who can make a sale deserve any reward or respect.

- "ABC. A - Always. B- Be. C - Closing. Always be closing." This is another memorable quote from Blake's motivational speech, where he teaches the salesmen his acronym for success. It shows how obsessed he is with closing sales at any cost.

- "It takes brass balls to sell real estate." Blake says this while holding a pair of brass balls in front of his crotch, to emphasize his point that selling real estate requires courage and masculinity. It also reflects his arrogance and contempt for the salesmen.

- "You're such a hero, you're so rich, how come you're coming down here to waste your time with a bunch of bums?" This is a sarcastic question that Dave Moss (Ed Harris) asks Blake, challenging his authority and credibility. It expresses Moss's frustration and resentment towards Blake and his bosses.

- "A man is his job." This is a quote from Shelley Levene (Jack Lemmon), an aging salesman who is desperate to keep his job. It reveals how much he identifies himself with his profession and how afraid he is of losing it.

- "You know your business, I know mine." This is a quote from Ricky Roma (Al Pacino), the top salesman in the office. He says this to John Williamson (Kevin Spacey), the office manager, when he interferes with his deal. It shows how confident and independent Roma is, and how he dislikes Williamson's meddling.

 

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