oh yes, it is. we all go for shopping, we keep browsing until we find that one thing that puts a voice in our mind saying buy it, this is the one, you have been looking for.
Now there are two types of customers depending on their behaviour after this stage.
type 1: these customers pick up the thing pay for it and get it done with as soon as they know in their minds that they have found the one they;ve been looking for.
type 2: these people, though they know they have found the one, keep browsing through more options in order to satisfy themselves that there are none better and they have picked the best.
hence these two categories need to be treated differently.
For type 1, the sales person should go on to glorify the features of the chosen product once they find out that the customer has developed a liking for the particular product.
they shouldn't try to propose any more options, because that might turn the customer off.
for type 2, however, once the customer finds a particular product attractive enough, the salesperson, instead of glorifying the product should choose to propose the customer with comparitively inferior choices than the product they have tentatively liked, because that is what the customer is exactly looking for.
so, yes indeed, live in the moment to be a successful salesman.

That may be the case sometimes , however in general it takes a lot of strategy and research. You cannot convince a random stranger to purchase your goods, sure it's possible sometimes, but in order to generate maximum sales by serving customers who would buy great volume over a period of time, it's imperative that you find the right customers who are in need of your product. The process of finding the right customers begins with identifying a need that your product fulfills and finding people who have that need. After identifying your customer base you need to plan in order to decide how do you want to communicate the value of the product and deliver that value to the customers. Customers may need some on the spot assurance that they are buying the right product, but ultimately the task of leading the customer to that moment begins long before the transaction is finalized.

Many times we go to shopping, some product attract us. We negotiate the price, it over the budget and then we don't buy. And in most of the cases, we never buy that thing. This happens also when we are doing the sales. As a sales person, we have to flow into that moment, hitting the right chords and the Flash- Deal done.

I have experienced this in so many cases. People come to enquire, until n unless they are not interested they will not come just for time-pass ( as I deal with mainly CXO level people ). At that moment, if I m not able to impress the person, the deal is gone. Perhaps they may come back, but you are not sure of that.