Price Anchoring

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When I think about the world of Sales, the first place my mind usually goes is the classic Alec Baldwin scene from Glengarry Glen Ross. Like probably a lot of people I’ve actually never even seen the rest of the movie, just these couple minutes of intense berating that Alec Baldwin’s character delivers to a room of salesmen. It seems like everyone reacts one of two ways to this clip (and the reality that it’s meant to represent): Group A is inspired by his tough love approach and the motto “Always Be Closing” that says your success is determined solely by your desire and your drive to make things happen; Group B feels disgust at the treatment of the salesmen and the focus on maximizing money at the expense of all else in life. I’m not here to tell you how to feel, you could even be in both camps. I’m here to talk about how not only is this scene grounded in reality, but the attitude it represents isn’t limited to just some sleazy salesman trying to scam you into a big purchase. For better or worse, sales tactics are baked into the core of our capitalist society and the more you realize that, the less likely you are to fall victim to them.

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