You're making a presentation to a key prospect. Are your points coming across? Are you heading toward pay dirt? Are you impressing or depressing the customer? Is the buyer solidly on your wave length or getting more bored by the minute? In a nutshell, how are you doing? The sooner you find out, the better you can respond to close the sale or take overdue corrective action. When the signs appear negative, a discreet question or two puts the dialogue back on track.