If some assume that a customer only comes in automatic, still more assume that after a certain point the sale/negotiation/encounter is on cruise control and all they have to do is hang on to the wheel and their product, regardless of what it is, will do the rest for them.

Time is the only way, as you said, to build the trust that is needed to make an effective progression in any interpersonal situation.
James Nealon´s last blog ..Identity Crisis