{"id":"sales-security-objection-talk-track","audience":"sales","category":"sales-work","technique":"grounding","track":"sales","level":"intermediate","title":"Write a security objection talk track that doesn't overclaim","free":false,"task":"Prospects keep saying \"you're a small company, how do we know our data is safe?\" Write a 4-line talk track labeled Acknowledge, Ask, Answer, Next step. The Ask line must be a question. ISO 27001 is only in progress (audit in Q2), so the Answer must not say you're ISO certified. The Next step offers a call with your security lead, Omar Haddad. Plain text, under 90 words.","materialLabel":"Your security facts (attached to your prompt automatically)","material":"Security facts sheet (from our Trust page draft + Slack)\n\n- SOC 2 Type II report: completed Aug 2026, available under NDA\n- ISO 27001: gap assessment done, certification audit booked for Q2 2027\n- Data encrypted at rest (AES-256) and in transit (TLS 1.2+)\n- Hosted in US data centers, with daily backups kept 30 days\n- Pen test by an outside firm every year, last one Sept 2026, no critical findings\n- SSO via SAML on Business plan and up\n- 48 employees, security team of 3, led by Omar Haddad (ex-bank security)\n\nSlack from a rep (Jen): \"I usually just tell them we're ISO and SOC compliant, nobody checks lol\"\n\nWhat prospects actually worry about (from lost-deal notes): who can see their data, what happens if we get acquired or shut down, and whether they can get their data out.","rules":[{"type":"plainText"},{"type":"maxWords","max":90}],"mistakes":[{"title":"Repeating the overclaim","why":"The AI may pick up the rep's \"we're ISO\" line from Slack as if it were true.","fix":"Say: \"ISO 27001 is in progress (audit Q2 2027). Never say we're ISO certified.\"","checks":["r1"]},{"title":"Answering before asking","why":"AI talk tracks jump straight to a list of features instead of finding out what the prospect fears.","fix":"Add: \"Line 2 is Ask: a question about what worries them most.\"","checks":["r0"]},{"title":"A vague next step","why":"The AI ends with \"let me know if you have questions\".","fix":"Add: \"Next step: offer a call with Omar Haddad, our security lead.\"","checks":["r2"]},{"title":"Trusting the AI to count words","why":"AI is bad at counting and runs long when you only give a total like 90 words.","fix":"Cap each part instead, like \"each line under 20 words,\" so the total lands well under 90.","checks":["maxWords"]},{"title":"Forgetting it's plain text","why":"AI adds bold labels and headings, which show up as stray symbols in a talk-track card.","fix":"Add: \"Plain text only. No bold, no headings.\"","checks":["plainText"]}],"promptHints":[{"label":"Names the 4 lines","patterns":["acknowledge","next step","\\b(4|four)\\b.{0,20}lines"]},{"label":"Makes the ask a question","patterns":["question","ask (them|what)"]},{"label":"Blocks the ISO claim","patterns":["iso","in progress","not certified","overclaim"]},{"label":"Names the next step","patterns":["omar","security lead"]},{"label":"Asks for plain text","patterns":["plain","no bold","no markdown","no formatting","no headings"]}],"hint":"A talk track that overclaims loses the deal at the security review. Give the 4 labels, make line 2 a question and tell the AI what's not true yet.","rubricLabels":["Has 4 lines labeled Acknowledge, Ask, Answer, Next step in that order, and the Ask line is a question","The Answer does not claim ISO 27001 certification or compliance (it may say the audit is booked for Q2 2027), and it cites SOC 2 Type II","The Next step offers a call with Omar Haddad, the security lead"]}