Akademik

n.

The moment in a sales presentation when the potential buyer imagines how much better their life will be if they purchase the product or service.

"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."

— Po Bronson, "Someone's Got to Move Units!," Wired