to the point where the staff would rather go to you for advice than come to me.’
He had a habit of sucking his bottom lip when rattled, and he was rattled now. ‘Undermining my authority, that’s what you’re doing. Well, I know your little game.’
He watched as Jack retreated into his office. ‘I’ve already got the man to fill your shoes, Redmond!’ he mumbled spitefully. ‘So the sooner I can shift you up north, the better.’
His new son-in-law Jamie was the sort of person he needed to work under him. Unambitious, but hardworking. Ready and able to make the sales, but not too keen to take on managerial responsibility.
Oh, yes. Once he was rid of Jack, he would choose his staff carefully. Capable salesmen who, as long as they got their commission, were not too bothered if someone else took all the glory.
When he realised the receptionist was looking at him, he smiled sweetly and gave a condescending nod. If he hadn’t dropped the blinds before returning to his work, he might have seen the rather crude sign she made to him.
Jack saw it, though, and smiled to himself. Having already been obliged to discreetly mop up the new manager’s mistakes, Jack held much the same opinion of Stuart Branagan as Jan did. ‘Little sergeant-major!’ he mumbled, ‘hunched in his office, ordering tea and biscuits, and putting on airs, while the minions out here have to work twice as hard to keep the place going.’ He had hoped he might get on with the new manager, but no matter how he tried, he could find no respect for him.
‘All right then, Jack?’ That was Bill West, a young newcomer, wet behind the ears but eager to make a name for himself.
‘Fine thanks, Bill. And you?’
‘Not sure.’
Jack understood. ‘Been thrown in at the deep end again, have you?’
The younger man nodded mournfully. ‘You couldn’t help me out, could you, Jack? Only I’ve mixed my appointments up again. I don’t want to tell the boss-man, or that’ll be his excuse to have me out the door.’
He went on quietly, so as not to be overheard: ‘Trouble is, I’ve got this customer arriving in five minutes . . . he wants a trial run in the four-by-four. But when I checked my notes just now, I realised I’ve gone and booked Mr Tomlinson in at the same time, and I can’t get hold of him to change the appointment. He’s not answering his phone.’
‘What’s he coming in for?’
‘To talk about finance, on a trade-in against a new car.’
‘Go on then.’ Jack could see he was beginning to panic. ‘Be sure and make a good job of selling that four-by-four, and I’ll deal with your Mr Tomlinson. Have you done your work on the finance?’
‘Yes. It’s in my desk-drawer – second down on the left.’
‘And do you have his first name?’
‘Er, yes. It’s Jason, I think.’
Jack had a piece of advice for him. ‘First rule of the game, Bill. Make a mental note of the client’s first name. Read the signs, and if it’s all going well, then you adopt the friendly approach . . . but not too friendly, if you know what I mean?’
Bill nodded, ‘I really do appreciate you doing this for me, Jack.’
‘That’s OK. As it happens, I’ve got piles of paperwork to check and file, but because I need to take an extra-long lunch-hour, I’ll be staying on late to make up. So, I’ll do the paperwork then.’
‘Aw, thanks, Jack. You’re a pal. I owe you one.’
As it turned out, Bill’s first appointment was done and dusted in record time. With Mr Tomlinson arriving half an hour late, the young man was thrilled that everything had fallen so neatly into place. However, buoyed by his first-ever big sale, he was too excited and too gushing to concentrate on the matter in hand. Consequently, the second customer walked away without signing.
‘What did I do wrong?’ he asked Jack.
As always, Jack gave it to him straight. ‘Sale or no sale, Bill, once you’ve dealt with one customer, you need to clear your mind and concentrate all your attention on the next one. You have to make every customer feel as if they’re the only one that matters.’
Then, not wishing to curb Bill’s enthusiasm, Jack slapped him on the back and assured him, ‘Don’t be too down-hearted, though. Mr Tomlinson came here because he liked our product. I dare say he’ll be back. They usually are.’
Bill thanked Jack and went away to consider his advice. Jack’s words had pricked his bubble, but he had learned a valuable lesson today. One he would never forget. And for that he was grateful.
As the morning wore on, Jack grew more edgy. The hours passed all too quickly, and then it was time to leave for his dreaded appointment. He was on his way out, when Jan called to him, ‘Going anywhere nice for lunch?’
‘Hardly!’
‘Want me to come with you?’ she asked, fluttering her eyelashes saucily.
‘No, ’cause I need you to keep an eye on young Bill,’ Jack told her, worried that he might have been a bit too harsh with his advice.
‘Why? What’s he up to?’ Jan was curious.
‘He’s not up to anything as far as I know, but I reckon he might need a friend and a cup of tea . . . when you’re making one.’
By the time she turned to look where Bill might be, Jack was already out the door and heading for his car.
Once inside the car, he sat awhile, wondering if he should go or not. There was no denying he was nervous – and he had every right to be. Molly was right, though. If he didn’t master this thing, it would master him.
More than anyone, he knew the score. The nightmares had gone on for too long. Maybe now that he was older, he could handle whatever the sessions threw up. Also, since his relationship with Molly was taking a battering, it was time to seek help. Time to trust a stranger again; enough to put himself into their hands. Today could be his chance to root out his fears and hopefully put a stop to the torment.
The alternative did not bear thinking about.
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