You listen for the message behind the message. “We're fine” can mean contentment — or the polite end of a conversation. “The downstairs doesn't bother us too much” can mean they've stopped using part of their own house. The words are the surface; the real answer is what the words are doing.
The short answer
The documented check is one question, asked silently: who — or what — is this answer really about? Answers are frequently about something other than their subject: a comment about the timeline that's really about trust, a question about the investment that's really about fear of being taken advantage of, an objection about the product that's really about control. Listen for what they avoid saying, notice what they repeat, and treat the too-fast answer — the reflex “fine,” “soon,” “no rush” — as a headline waiting for its follow-up.
How it runs
Real answers arrive in layers, like everything else in this system: the polite answer first, the practical answer second, the true answer when trust and questions have done their work. The discipline is patience with instrumentation — don't argue with the surface answer, don't accept it either; follow it with the next honest question and listen again. A rep listening for real answers hears a different appointment than the rep listening for his cue to talk, and the difference shows up in the close rate, because you can't answer an objection that was never actually the objection.
Spar's rounds grade your questions and your listening against the documented system — Round 1 is free, the full camp is $29/month. Spar before you knock.