What you learn at school are facts, known facts. Your job at school is to accumulate and remember facts. The more you can remember, the better you do. Thos who fail at school are not interested in facts; or maybe the facts are not put to them in a way they find interesting.

Some people simply don’t have a great faculty for memory. It doesn’t mean they are stupid. It means their imagination hasn’t been fired up by academic tuition. People who are conventionally clever get jobs on their qualifications, not their desire to succeed.

A client often has a fair idea of what he wants. If you show him what you want and not what he wants he’ll say that’s not what he asked for. If, however you show him what he wants first, he is then relaxed and is prepared to look at what you want to sell him.

You’ve allowed him to become magnanimous instead of putting him in a corner. Give him what he wants and he may well give you what you want. There is also possibility that he may be right.