4.  DEALS

by Jane M Hutchinson

Kate was puzzled as to where she knew Simon – Simon King – from.  

She was all too tired from the past few days to enter into the emotional game which Tom was baiting her to play so she slowly wandered back and flopped down where she would often sit and reflect. As she nestled into her favourite armchair, the big beige cushions wrapped around her, while out the window, she could see the morning yachts floating effortlessly on Victoria Harbour. All she needed now was a warm, rich coffee to coax her into the day and kick off her weekend.

Kate half-listened to Simon’s slippery sales-pitch, noting also that Tom was pacing and running his hands through his thick, wavy hair. She thought there was something a bit sexy about Tom when he was stressed.

“Kate, what do you think?  Kate?” While Tom’s voice was tender, the look in his eyes said otherwise and Kate knew he wasn’t impressed with her. After 15 years of being together, they didn’t need words and she understood Tom’s sharp gaze all too well.

This snapped her out of her daze. “Arh ... umm what was that?  The money ... Oh, arh… uh… the apartment, yes ...” Kate felt the air thicken the moment she mentioned the money and stopped herself from saying any more.

“We were just talking about selling our apartment Kate, and Simon said he has overseas investors wanting to get into the market at Docklands.  Are you listening?” This time Tom had a real edge of desperation in his voice, as if to say, come on Kate, help me out here.

Simon’s facial expression instantly went from eager-to-please to a smug little smirk, which he wore when he knew he had sealed the deal. Unable to contain the rush of an imminent sale, he took a deep breath of arrogance. Simon made a mental note-to-self to remember how swiftly he had won this deal.

Dragging herself out of her groggy daze and smoothing back her bed hair, Kate remembered that she needed to book a hair appointment for next week, but now, right now, she needed to focus on the apartment and more importantly, the money. Now was the time to show some support to Tom. Briefly, she reflected that they were a good team and this was merely a hitch in the week.  

In an effort to resume her Saturday morning ritual, Kate jumped up and confidently approached Simon. “Simon, was it?  Simon King?  Thank you for your time this morning. We will consider the deal and get back to you on Monday with our decision.” As the words come out, a cold shiver ran over her as she realised who this Simon King was and her instinct was to get him out. Fast.  Grabbing his arm, Kate said: “Here, Simon, I’ll walk you out.”

Simon’s bravado was now fuelled by his anxiety and desperation. What just happened? He needed to win this deal to remind the other agents at Docklands this was his patch. It still grated on him that he lost his last deal to the new sales girl, and he really needed this one to get him over the line. He could feel his heart starting to race again and the heat rise through his body. Simon smiled through his teeth. Rolling in his mind was the fourth step to Successfully Selling – 10 Step Guide: “keep smiling and keep calm” and he took some deep breaths to keep calm. “That’s very kind of you, Kate.”

As they walked towards the lift, the red carpet felt rough and dirty under her bare feet.  She stepped closer to Simon so Tom wouldn’t overhear what she was about to say.  She flinched as she smelt the musky mixture of Armani aftershave and stale cigarettes on Simon. The flashbacks were running in her mind to that moment ... I remember you now.  You’re that guy I was playing blackjack with at Crown and – and …