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Two heads are better than one Anna

(On the phone) Yes, we have plenty in stock. They’re £4 per unit… They are good quality ones… Narrator

The company in France that Anna called earlier has called her back. Let’s hope they’re making an order.

Anna

…laser technology isn’t cheap… hmm, I see… Well, thanks for calling back. Bye.

Paul

Everything OK Anna?

Anna

Not really. One of the companies I cold called has rung back… Paul

Good, good…

Anna

…but they don’t want to place an order. They say we’re too expensive.

Paul

So you let them go? Didn’t you negotiate with them?

Anna

Oh, was I meant to? I wasn’t sure what to say.

Tom

Having trouble Anna? Don’t worry, I’m sure that I can help. Negotiating is my thing!

Narrator

“Negotiating is my thing”! What is he like? Mind you, he has won a Pear Salesman of the Year award so he must be doing something right.

Anna

Are you sure Tom? Don’t you want to negotiate your own deals?

Tom

I owe you one Anna after you saved my bacon with Mr Socrates the other night. And besides you and me… Paul

Come on you two. Get a move on. Europe is waiting for us! Custard cream anyone?

Tom

No thanks. Right. Now you need to call that French company back and ask them what kind of price they are willing to pay.

Anna

And then say that’s fine?

Tom

No! Negotiate. Say “I don’t think we can go that low”.

Anna

“I don’t think we can go that low”.

Tom

If they want a bigger discount, tell them they will have to buy more stock.

Anna

More stock, bigger discount.

Tom

Yeah. And if you still can’t agree a price, tell them “I’ll meet you halfway”.

Anna

Meet halfway?! That means going to Paris!

Tom

No. Halfway on the price. That line always works for me. I sold a load of plastic pears that way once.

Anna

So that’s “I’ll meet you halfway”. Thanks Tom. I’m really impressed. You… you… Tom

Am I, really?!

Anna

What? I was going to say, you really do know your stuff – despite what other people say.

Tom

What? Uh?

Anna

Right, I’m off to make that call right now.

Narrator

Good luck Anna and well done Tom! Nice to hear him give some useful advice but will it work? Let’s remind ourselves of the phrases he suggested Anna uses when negotiating a sale: What kind of price are you willing to pay?

I don’t think we can go that low.

If you buy more stock, I can offer you a bigger discount.

I’ll meet you halfway.

Narrator

Let’s see how Anna has got on.

Anna

Success! They’ve agreed to buy 5,000 Imperial Lemons.

Tom

Brilliant. I knew you would be great. Did those killer lines of mine work?

Anna

Sort of – but when I said what price were they looking to pay, they said the full price! As long as I send them the contract today so I’d better go and get an envelope and post it as soon as I can.

Tom

Oh great.

Anna

Tom… Tom… can you come over here to the stationery cupboard and get an envelope from the top shelf for me?

Tom

Yeah, suppose so… I’m coming. (Door slams shut) …oh!

Anna

Oh Tom, why did you do that? It won’t open… it’s locked… help, help!

Tom

Help!

Narrator

Uh oh. This should be interesting. How are they going to explain being locked in the stationery cupboard? Until next time. Bye!

Tom

Let us out! We’re stuck!