Great article. May I add a little bit …

“The single biggest problem in communication is the illusion that it has taken place.” G.B. Shaw

I walk into people’s homes every day and practice communicating, it’s my job. I found that it all begins with getting their attention — seriously, really getting it. The mind is capable of faking attention and “being there” like nobody’s business. In most instances, that customer’s mind was on 50 things before I knocked on the door and probably still is. I have to get them focused on me if I want to get anything done. If I don’t slow it all down with a handshake and an introduction, I’ll just end up being part of an earlier “conversation” and they won’t really hear what I’m saying.

It sounds too simple, but it isn’t. We can assume they’re listening (because they are standing right there) and are interested in what we have to say, but I wouldn’t advise it. You have to make the effort and do it subtly.

Get their attention fully engaged, then start.