Sales Compendium

This month marks the twentieth anniversary of the premier of the film, Glengarry Glen Ross. The screenplay was by David Mamet which he adapted from his script for the play of the same name.

Early on, there’s a scene – especially written for the film – where Alec Baldwin plays a star rep called Blake. He’s talking to the beleaguered sales team at the centre of the action.

Blake – Alec Baldwin

Shelley Levene – Jack Lemmon

George Aaronow – Alan Arkin

Dave Moss – Ed Harris

John Williamson – Kevin Spacey

Ricky Roma – Al Pacio, but absent from this scene

Blake: It is 7:30…

Aaronow: So who is that?

Blake: And where is Mr Roma?

Moss: Well I’m not a leash, so I don’t know, do I?

Blake: Let me have your attention for a moment. So you’re talking about what? You’re talking about… bitching about that sale you shot… some son of a bitch don’t want to buy land… somebody that don’t want what you’re selling… some broad you’re trying to screw, and so forth. Let’s talk about something important. Are they all here?

Williamson: All but one.

Blake: Well, I’m going anyway. Let’s talk about something important. (Looks at Levene.) Put that coffee down. Coffee’s for closers only.

Levene: Chuckles

Blake: Do you think I’m fucking with you? I am not fucking with you. I’m here from downtown. I’m here from Mitch and Murray. And I’m here on a mission of mercy. Your name’s Levene?

Levene: Yeah.

Blake: You call yourself a salesman, you son of a bitch?

Moss: I don’t gotta listen to this shit.

Blake: You certainly don’t pal… ‘cause the good news is you’re fired. The bad news is… you’ve got… all you’ve got… just one week to regain your jobs, starting with tonight. Starting with tonight’s sit. Oh, have I got your attention now? Good… ‘cause we’re adding a little something to this month’s sales contest. As you all know, first prize is a Cadillac Eldorado. Anybody want to see second prize? Second prize… a set of steak knives. Third prize is you’re fired. You get the picture? You laughing now? You got leads. Mitch and Murray paid good money. Get their names to sell them… you can’t close the leads you’re given… you can’t close shit… you are shit. Hit the bricks pal and beat it ‘cause you are going out.

Levene: The leads are weak.

Blake: The leads are weak? Fucking leads are weak? You’re weak. I’ve been in this business fifteen years.

Moss: What’s your name?

Blake: Fuck you. That’s my name. You know why, mister? ‘Cause you drove a Hyundai to get here tonight… I drove an eighty thousand dollar BMW. That’s my name. And you’re name is you’re wanting. And you can’t play in a man’s game. You can’t close them. And go home and tell your wife your troubles. Because only one thing counts in this life. Get them to sign on the line which is dotted. You hear me, you fucking faggots?

[Blake flips over a blackboard to reveal two time-worn sales axioms…]

Blake: A-B-C. A always. B be. C closing. Always be closing. Always… be closing. A-I-D-A. Attention. Interest. Decision. Action. Attention… do I have your attention? Interest… are you interested? I know you are because it’s fuck or walk. You close or you hit the bricks. Decision… have you made your decision for Christ? And action. A-I-D-A… get out there. You got the prospects coming in… you think they came in to get out of the rain? A guy don’t walk on the lot unless he wants to buy. Sitting out there waiting to give you their money. Are you gonna take it? Are you man enough to take it?

Moss: Incredible…

Blake: What’s the problem pal… you, Moss?

Moss: You’re such a hero… you’re so rich. How come you coming down here waste your time on a bunch of bums?

Blake: You see this watch? (Takes off his gold watch) You see this watch?

Moss: Yeah.

Blake: That watch cost more than your car. I made $970,000 last year. How much you make? You see pal, that’s who I am. And you’re nothing. Nice guy? I don’t give a shit. Good father? Fuck you. Go home and play with your kids. You wanna work here? Close. (To Aaronow) You think this is abuse? You think this is abuse you cocksucker? You can’t take this. How can you take the abuse you get on a sit? You don’t like it… leave. I can go out there tonight with the materials you got… make myself fifteen thousand dollars. Tonight. In two hours. Can you? Can you? Go and do likewise… A-I-D-A. Get mad, you son of a bitches. Get mad. You know what it takes to sell real estate? It takes brass balls to sell real estate. Go and do likewise gents. The money’s out there. You pick it up… it’s yours. You don’t… I got no sympathy for you. You wanna go out on those sits tonight and close… close… it’s yours. If not, you’re going to be shining my shoes. And you know what you’ll be saying? Bunch of losers sitting around in a bar. Oh yeah, I used to be a salesman. It’s a tough racket. (Holding a stack of index cards) These are the new leads. These are the Glengarry leads. And to you, they’re gold. And you don’t get them. Why? Because to give them to you is just throwing them away. (Passes the cards to Williamson.) They’re for closers. I’d wish you good luck, but you wouldn’t know what to do with it if you got it. And to answer your question, pal… why am I here? I came here because Mitch and Murray asked me to… they asked me for a favour. I said, the real favour… follow my advice and fire your fucking ass, because a loser is a loser.