Explore, Then Explain (Mid-Call Objections)

 A couple of months ago, I had a conversation that’s been stirring in my spirit ever since, and I knew I had to share it with you.

During a Sales School session, we were discussing mid-call objections. These are those little interruptions or disruptions that can pop up during a sales conversation — when the person you're talking to throws out a question or concern that could knock things off course.

It doesn’t happen often when we're leading the call well (when we’ve set a strong pre-frame, built solid rapport, and our leadership voice is guiding the conversation), but when it does happen, our job is to receive it with grace, not panic, and lead like a pro.

A Simple Framework: Explore → Then Explain

It’s such a clear and effective way to handle mid-call objections, and more than that, it’s a principle we can apply throughout our coaching, sales, and even personal conversations.

Here’s how it works:

• ✅ Validate the objection
  Acknowledge the concern without resistance or defensiveness.

•  🔍 Explore what’s behind it
  Ask curious, open-ended questions to better understand where your prospect/client is coming from.

•  💬 Then explain
  Once you fully understand, offer a thoughtful and tailored response.
  
  

Real-Life Example

Someone might ask early in a call, “How much is this going to cost me?”

Instead of jumping into pricing right away, here’s how you might respond:

“I totally get it,  that’s a great question! If I were you, I’d probably be wondering the same thing. But the truth is, I won’t know what it might cost until we get to know each other better and see what you actually need. I’ve supported people for free through our podcast, and we’ve also had clients invest up to $80,000 for high-level services. Could we take a few minutes to explore what you need and evaluate if we’re a fit by the end of the call?”

That approach creates connection and clarity, without pressure.

This Principle Applies Everywhere

The more I’ve thought about it, the more I’ve realized: this “explore then explain” approach applies to every area of life:

1. In Your Sales Process:
   

   • At Faith2Influence, our 10-step sales process is built around this principle.
     
     

2. In Coaching:
   

   • Great coaching is asking powerful questions and creating space for the client to process and discover their next steps.
     
     

   • It’s not about jumping to strategy or advice too soon. It's about helping clients explain their own thoughts after we've explored well.
     
     

3. In Relationships:
   

   • Whether it's with your spouse, your kids, or a friend, the “explore then explain” framework is a powerful way to connect more deeply.
     
     

   •  Don’t rush to fix. Get curious first.
     
     

So here’s the reminder for us all — in sales, in coaching, in parenting, in marriage 👉 Explore first. Then explain.

It’ll make you a better coach. A better leader. And a better human.

Thank you to Liz Cryan for the inspiration for this framework. I love learning from our students and community.

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From June 18th-20th in Milwaukee, you’ll explore powerful frameworks like this and so much more. At this 3-day event, you’ll get to:

• Learn business strategies that make an impact.

•  Network with incredible Christian coaches who share your passion.

•  Hear from inspiring speakers, including Tom Ziglar (Zig Ziglar’s son!).

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