“The only man who behaved sensibly was my tailor; he took my measurement anew every time he saw me, while all the rest went on with their old measurements and expected them to fit me.”

(George Bernard Shaw)

Ouch! How true is the latter of people in “sales” mode – “I know what the client/prospect’s priorities were last time we spoke so I’ll continue down that route”?

Are you guilty? Come on, ‘fess up! How often, when we resume contact with past or existing clients, do we take the time to recap and establish that our understanding of their situation still applies and is accurate?

It only takes a couple of minutes and we’d know whether or not we were still “on track”.

It’s a thought worth thinking, isn’t it?