It was quite a while ago, before social media. A time in which not everyone had their own website, and photos were still sent by conventional mail.

I was a young sales trainer with a photo of a client I was waiting to meet at the Frankfurt airport. A classic sales situation: the first contact, the opening phrase, the gesture of greeting, the right approach to the customer.

The man came out of the gate. I walked up to him and in a friendly manner said, “Did you have a good flight?”

He replied, “I wouldn’t be here if I hadn’t, would I?”