Anna: (At the airport) Tom, could you let go of my hand?
Tom: Sorry, it's just I get nervous flying.
Anna: Well, we've landed in Marseille now so you're safe… oh, I like your passport
photo.
Tom: Oh do you?
Anna: I didn't know your middle name was Stanley.
Tom: After my great-great-grandfather.
Anna: Really? Come on we need to get a taxi. Taxi! Taxi!
Narrator: 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?
Anna: Not really. It was OK speaking to them on the phone but seeing them faceto-face
is quite scary.
Narrator: 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.
Anna: Oh yes – beat the price of the competitor but get them to make a bigger
order.
Narrator: Yes. If they order more you can offer a bigger discount. Good luck.
Tom: Oh look, we're here now. Now Anna, I hope you don't mind me saying, but
just leave the talking to me. Right?
Anna: Err, well…
Tom: Oh, Madame Brown, ciao, great to see you
Trader: What?
Anna: Monsieur Brown. Bonjour. I'm Anna from Tip Top Trading. This is my
colleague Tom. Thank you for sparing the time to see us.
Trader: No problem. Did you have a good flight?English at Work © British Broadcasting Corporation 2012
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Tom: 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?
Anna: I think we should sit down and discuss business.
Trader: Of course.
Tom: Yeah, yeah, good idea.
Anna: Now, I believe Tutti Fruity has offered you a good price but as I said on the
phone, we can beat that.
Trader: Yes you did.
Tom: Did you Anna?!
Anna: But to get this price you've got to buy lots more.
Narrator: Anna! That's not very subtle. You need to convince them they need to buy
more without telling them they have to.
Tom: 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.
Anna: Tom, that's amazing!
Tom: I read it on the back of the box!
Anna: 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.
Tom: And we can even throw in a free sample of our new Perfect Peach range.
Anna: Each lemon comes with a satisfaction guarantee. I know you won't be
disappointed.
Trader: Hmm. It sounds good. OK, I think you have a deal.
Narrator: 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.
Anna: 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?
Tom: Erm, no actually. It was in my bag yesterday but it's gone… it was a nice, a
good one too.
Trader: No problem. I have a pen. (signs the contract). There you go.
Anna: Thank you. It was a pleasure doing business with you. We'll get those
lemons to you in two weeks' time.English at Work © British Broadcasting Corporation 2012
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Trader: Perfect!
Narrator: 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.
Narrator: 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?
(Back at the airport)
Anna: Oh no look, our flight to London is cancelled! It's the last one today. What
are we going to do?
Tom: Well, I guess we're just going to have to stay here for the night. I'll sort
out a hotel.
Narrator: Until next time. Bye!
