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Write a security objection talk track that doesn't overclaim

  • For Sales and customer success
  • You practice Keeping the AI to your sources
  • Time about 5 minutes
  • Level Intermediate

About this exercise

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.

Common mistakes when you ask AI for this

  • Repeating the overclaim. The AI may pick up the rep's "we're ISO" line from Slack as if it were true. Try: Say: "ISO 27001 is in progress (audit Q2 2027). Never say we're ISO certified."
  • Answering before asking. AI talk tracks jump straight to a list of features instead of finding out what the prospect fears. Try: Add: "Line 2 is Ask: a question about what worries them most."
  • A vague next step. The AI ends with "let me know if you have questions". Try: Add: "Next step: offer a call with Omar Haddad, our security lead."
  • Trusting the AI to count words. AI is bad at counting and runs long when you only give a total like 90 words. Try: Cap each part instead, like "each line under 20 words," so the total lands well under 90.
  • Forgetting it's plain text. AI adds bold labels and headings, which show up as stray symbols in a talk-track card. Try: Add: "Plain text only. No bold, no headings."

What a strong prompt includes

  • Names the 4 lines
  • Makes the ask a question
  • Blocks the ISO claim
  • Names the next step
  • Asks for plain text

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