Tom, could you let go of my hand?
Sorry, it’s just I get nervous flying.
Well, we’ve landed in Marseille now so you’re safe… oh, I like your passport photo.
Oh do you?
I didn’t know your middle name was Stanley.
After my great-great-grandfather.
Really? Come on we need to get a taxi. Taxi! Taxi!
Hello again. Anna and Tom are on a very important business trip to try and sign a deal to sell their plastic fruit to a company in France.
The company has received a better offer so Anna needs to convince them that Tip Top Trading’s lemons are best. Are you feeling confident Anna?
Not really. It was OK speaking to them on the phone but seeing them face-to-face is quite scary.
You’ll be fine. Stay calm. They’ll be pleased you’ve taken the time to fly out and see them – but tell them you’re grateful for their time and recap what you told them on the phone.
Oh yes – beat the price of the competitor but get them to make a bigger order.
Yes. If they order more you can offer a bigger discount. Good luck.
Oh look, we’re here now. Now Anna, I hope you don’t mind me saying, but just leave the talking to me. Right?
Oh, Madame Brown, ciao, great to see you
Monsieur Brown. Bonjour. I’m Anna from Tip Top Trading. This is my colleague Tom. Thank you for sparing the time to see us.
No problem. Did you have a good flight?
It was great. I love those little bottles of wine they give out… I kept a few with me if you fancy a glass of vin rouge?
I think we should sit down and discuss business.
Yeah, yeah, good idea.
Now, I believe Tutti Fruity has offered you a good price but as I said on the phone, we can beat that.
Yes you did.
Did you Anna?!
But to get this price you’ve got to buy lots more.
Anna! That’s not very subtle. You need to convince them they need to buy more without telling them they have to.
What she means is our Imperial Lemons are made with our unique laser curve technology.
They are hard wearing and a joy to have on display in any shop window or restaurant.
Tom, that’s amazing!
I read it on the back of the box!
So, we really feel that we have a product that you’ll be proud to display. And to get this fantastic price you just need to place an order of 10,000.
And we can even throw in a free sample of our new Perfect Peach range.
Each lemon comes with a satisfaction guarantee. I know you won’t be disappointed.
Hmm. It sounds good. OK, I think you have a deal.
Good work Anna. Don’t forget to ask him to sign the contract and tell him when he can expect the order to be delivered.
OK. I would be grateful if you could just sign the contract. We’ll get the lemons to you as quickly as we can. Tom, do you have a pen?
Erm, no actually. It was in my bag yesterday but it’s gone… it was a nice, a good one too.
No problem. I have a pen. There you go.
Thank you. It was a pleasure doing business with you. We’ll get those lemons to you in two weeks’ time.
Good work Anna…oh and Tom too. The contract is signed but now you have to deliver what you’ve promised.
There are many ways to clinch a deal; here are some of the phrases Anna used…
Thank you for sparing the time to see us.
Each lemon comes with a satisfaction guarantee - I know you won’t be disappointed.
I would be grateful if you could just sign the contract.
Thank you. It was a pleasure doing business with you.
So it’s been a successful day. It’s time for Tom and Anna to fly back to London and tell Paul the good news… or is it?
Oh no look, our flight to London is cancelled! It’s the last one today. What are we going to do?
Well, I guess we’re just going to have to stay here for the night. I’ll sort out a hotel.
Until next time. Bye!