Leakage happens when a salesperson says they are not selling but their tone and timing say otherwise. It shows up as tiny manipulations — the tie-down question, the overly warm laugh, the pause meant to create pressure. Once you have seen it, you cannot unsee it.
The human brain, especially the limbic system, detects those signals instantly. The prospect may not know why they feel uneasy, but they feel it. Leakage destroys clarity.
In High Probability Selling, we learn to notice it first in ourselves. Whenever you feel the urge to “get them,” pause. Check your body. Tightness in the chest, rush in the voice — those are signs of attachment. Release them. Return to respect.
The goal is not to appear calm; it is to be calm. When manipulation stops, communication becomes real again. The prospect senses that there is nothing hidden, and the conversation becomes simple, direct, and free. That freedom, not persuasion, is what makes agreements possible.
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Excellent!