While the customer is rubbing his chin, he is processing your offer. He is thinking through how he can buy your product, how he can pay for it, how he will use it, where he will put it, and so on. When his hand comes down from his chin, his head comes up, and you make eye contact with him, in 99 percent of cases, the decision to buy has been made.

"Why don´t we use the Ben Franklin decision-making method on this?"