When you talk to a prospect, what they say is only half the story.
The real truth is hidden in what they don’t say—the pauses, the shifts in body language, the tone of their voice. If you want to master prospecting and recruiting, you need to learn this “secret language.”
Let’s uncover how to listen between the lines.
1. Words vs. Feelings
Your prospect may tell you, “I don’t have the money” or “I don’t have the time.” But often, that’s not the real objection. Those words are just a mask.
The real message might be:
- “I don’t feel confident I can do this.”
- “I’m afraid of failing.”
- “I need more proof before I commit.”
When you recognize the difference between what they say and what they mean, you can respond in a way that connects.
2. The Clues Are in Their Tone
Ever notice how a prospect says “maybe” with hesitation in their voice? That hesitation is a hidden yes—they’re curious but unsure.
Pay attention to:
- Excitement or lack of energy when they ask questions.
- The difference between “I can’t” (final) and “I don’t know if I can” (open).
- The pace of their voice—fast usually means enthusiasm, slow often means doubt.
3. Body Language Speaks Louder
Even over Zoom or in person, body language gives away everything.
- Leaning in = interest.
- Crossing arms = doubt or fear.
- Nodding while you talk = agreement (even if they don’t say it).
Learn to “listen with your eyes” as much as your ears.
4. How to Respond to the Secret Language
Once you notice these signals, here’s how to respond:
✅ Instead of pushing harder, acknowledge their feelings.
✅ Ask simple questions: “Sounds like you’re a little unsure. What’s the one thing holding you back?”
✅ Share a story that matches their concern.
This makes prospects feel understood—and people say yes when they feel heard.
Final Thought
Prospects aren’t always direct. They tell you what they think you want to hear. But when you tune into their secret language—tone, body language, and unspoken fears—you’ll know exactly how to respond.
Master this, and you’ll never wonder what a prospect is really thinking again.
Lifestyle Trainer 
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