Practices

Write it up before you leave. One salesman, knowing full well he will not remember the visit an hour later, does his notes in the car with the engine still off.

The strength of it is that the trigger is fixed and physical. Sitting down in the car is the cue, and the notes happen before the key turns. No…

Whatever the record is, do it the same day, every time. The salesman writes his notes in the car outside the client's office. Not that evening, not on Friday.

No exceptions is the part doing the work. One skipped day teaches you that skipping is survivable, and 'it worked out fine that once' is the thought…

Anything you do more than a few times deserves a written list. Not the obvious items. The ones you forget: the belt, the charger, the odd adapter nobody else in the room needs.

The value sits in the rare entries. Shirts and trousers you would remember anyway. The thing that only matters once a year is exactly what memory…