Midnight. Josephine Cox
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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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