Glengarry Glen Ross is a movie based on the award winning play by David Mamet dealing with the corrupt world of real estate salesmen in hot pursuit of closing their next big deal in hopes of obtaining the American Dream. The desire for the next big lead or prospect as it is called in the real estate world causes the salesman to act out in a foolish and oftentimes violent manner. The behavior the salesmen demonstrate when a lead is unavailable can be compared to a crack head experiencing withdrawal symptoms. Both will deviate from what is socially acceptable behavior and become violent with actions or words, harm others or their property and cause them and others stress related illnesses.
Salesmen are put under tremendous amounts of stress by their bosses on a daily basis. The 3M meetings or "morning motivational meetings," are designed to keep the salespeople alert, on their toes and ready to control the mind of any hot leads they might obtain that day. An example of this in the movie is when Dave Moss states, "I've got 48 hours to make a lot of money,'" (Glengarry Glen Ross). You can almost feel the tension oozing from the desperate man's voice as he speaks these words. This type of ultimatum will in effect cause the person to become anxious and panicked as they attempt to meet the deadline their boss has placed on them.
Psychological mind control is a way the bosses motivate their salespeople and this mind control has a trickle down effect. The salespeople then use the mind control technique they learn from their bosses on their clients as well. In the movie, Shelley Levine aka "The Machine," illustrates the technique on a prospect: "You gotta' believe in yourself
If you see the opportunity then take it
this is the now and this is that dream"
(Glengarry Glen Ross). Shelley Levine then proceeds to tell his client "Now I want you to sign
I sat for five minutes then I sat for twenty two...
Cited: Glengarry Glen Ross. Dir. James Foley. Perf. Kevin Spacey, Alec Baldwin, Al Pacino, Jack
Lemmon, Alan Arkin, Ed Harris and Jonathan Pryce. New Line Cinema, 1992.
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