Therefore _it is not enough to bring about a favorable
conclusion of mind_. Until this has been _pronounced or signified_, it
may easily be changed. Hence the _effective process of decision includes
both the mental action of judgment and its perceptible indication_.
Often a prospect who is _thinking_ "Yes" will not _say_ it until he is
prompted by the salesman.
[Sidenote: A Lawyer Sums Up the Case]
When a lawyer is trying a case, he endeavors to bring out the evidence
in favor of his client and to make the jury see every point clearly. He
shows also the fallacies and falsities of opposing testimony. But after
all the evidence has been given, the case is not turned over
_immediately_ to the jury for decision. If that were done the lawyer
would miss his best chance to influence the jurors to make up their
minds in his favor. They are not so familiar as he with the facts and
their significance. They would be apt to attach more importance to some
details of testimony, and less to others, than the circumstances
warrant.
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