I tend to like the concept of the "drift-off moment", during which listeners (or readers) start thinking about the possibilities afforded a new tool (or concept). In the context of a sales pitch, the idea is that these possibilities are positive, a potential buyer is thinking about the ways she might use a newfangled device. But I also like the deeper process of thinking about all sorts of implications, regardless of their value.

There's also the "drift-off moment," which doesn't mean quite what it sounds like. Sales people use this expression to refer not to a potential buyer's eyes glazing over in boredom but to the moment when the buyer drifts off into imagining how Product X will make life somehow better.

When Mann gives a demo, what he's waiting for is what salespeople call the "drift-off moment." The client's eyes get gooey, and they're staring into space. They're not bored—they're imagining what they could do with SurveyBuilder. All tech salespeople mention this—they've succeeded not when they rivet the client's attention, but when they lose it.