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As we age, maybe prior experience coalescing as 'wisdom' begins to play a more active role in our day to day decision making? That wisdom manifesting in more of a consciously aware way...

Whereas maybe we once used to (passively or actively) make important judgement calls about a persons broader character based on certain physical attributes such as the uniqueness of their face, our wisdom says it just doesn't matter in quite the way we maybe once thought. One of the biggest lessons I learned early on when starting in the tech industry is absolutely never assume anything about anyone based on appearance. We've all fallen for that before!

This is industry dependent because for example, if we're talking about the fashion industry then things are different. I digress...

Regarding the body language and signaling by extension of appearance in American culture it can be used as an measure of certain aspects of someone's personality - not necessarily bad in the lack-of-eye-contact scenario, but we know it's a lot harder for someone to maintain the impression of engagement throughout inattentive interactions. Eye to eye is engaging, anything else is less.

However, since it's about establishing trust and respect when it comes to a new business relationship, at least in America, there's a sense of 'can I trust this person', that's rooted in fear. So if we're talking about something important presumably with potentially painful financial or reputational ramifications - then you tell me if it matters that this person is unwilling, or unable to look into your eyes? Does the inability to match ones gaze lead itself to more or less inherent trustworthiness?