By admitting that the property he is selling&msdash;and thus his sales pitch—only has meaning when meanings are assigned to them, Roma might seem to be giving away his game. It is counterintuitive for a salesman to reveal up front that he does not have anything of great intrinsic importance to tell. But Roma has no intention of assigning meaning to the Glengarry Highlands property for Lingk. He has reeled Lingk in, brought him to a state where he wants to take action, a state in which Lingk will now bring his own meaning to the Glengarry Highlands units. The scene ends just as Roma is about to begin telling Lingk about the land—but the real sales pitch has already occurred.

The last line of the scene is Roma's: "Listen to what I am going to tell you now:." This echoes Moss's last line in scene two, "Because you listened." Moss's line revealed that listening can be a dangerous activity, and Roma's line confirms the danger. Though simply listening to someone seems harmless, by listening to Roma, Lingk will end up conned into buying a worthless piece of property.

Never in the play do we see any of the salesmen on sits, the traditional arena for their selling. Nonetheless, in all three scenes in Act One we witness sales pitches. Levene tries to sell Williamson on the idea of giving him the Glengarry leads, Moss tries to sell Aaronow on the idea of breaking into the office, and Roma tries to sell Lingk real estate in Florida. All three of them are trying to sell people things that they do not want.

The three salesmen in Act One take different approaches to this challenge. Levene, desperate, tries multiple modes of persuasion, and with each new strategy his argument actually becomes less convincing. Moss goes about setting an elaborate trap for Aaronow—and when Aaronow realizes that he is being set up, Moss abandons cunning and tries to browbeat Aaronow into submission with sheer aggressive energy. Roma gives the only pitch in Act One that succeeds: rather than trying to convince Lingk that it is in his best interest to capitulate to a foolish scheme, he uses subtlety, ambivalence, and the appearance of honesty to implant the idea of buying land in Lingk's head as if it were his own.