Listen not only to words. Also listen to how they are spoken

A client talks fluently about all parts of an arrangement. On one subject he suddenly becomes quieter and gives brief answers. The professional does not conclude what that means. He simply says: "I notice this subject comes across differently. Is that correct?"

What could we better understand if we pause to consider that you speak differently about this subject?

The way someone says something can be a signal that more attention is needed. The signal does not give you an answer, only a good reason to ask an open question.

Never deduce intentions, lies or emotions from tone or silence alone. Use it only as a prompt to ask.