Every salesperson knows the feeling. The conversation went well. The buyer nodded, asked smart questions, said the words you wanted to hear — and then nothing. No reply. No returned call. Just quiet.

Most salespeople hear an objection and panic. The price is too high. I need to think about it. I need to talk to my partner. Their stomach drops, their voice speeds up, and they start talking faster — as if more words will fix what is actually a trust problem.