AI is a hot topic in the market today. If your sales team is talking about AI-enabled solutions, you can bet that your buyers will have questions — especially about data security, residency and compliance. Are you preparing your team to handle these objections effectively?
It might seem like a simple thing, but in our recent research, approximately one in three sales conversations that mention AI will bring the prospect’s cybersecurity team into the discussion. Why? Because AI capabilities rely on accessing significant amounts of data — your prospect’s data most likely — to help them improve decision making. Providing this data access will naturally drive a security discussion and possibly a privacy and data residency discussion as well. If your sales professionals are not equipped to address security concerns confidently, deals can stall — or worse, disappear entirely.
ARMING YOUR TEAM FOR OBJECTION-REFRAME
Objection reframing has always been a critical skill in sales. Your team should be prepared to navigate concerns across various domains: market conditions, implementation challenges, pricing and now AI security.
Here is the key: Have you thought through and practiced these conversations? Are your salespeople armed with the best refrains and responses? When a prospect asks about AI-related security risks, will they stumble, or will they confidently guide the discussion?
HOW TO PREPARE YOUR SALES TEAM
- Anticipate the AI Security Questions: Train your sales team to expect questions about data security, compliance and residency.
- Collaborate with Your Security Experts: Align with your internal security team to ensure your messaging is accurate, relevant and up to date.
- Position AI as a Value-Add, Not a Risk: Help your team frame AI as an advantage while addressing security concerns proactively.
- Practice, Practice, Practice: Role-play common objections so your salespeople can respond naturally and with confidence when they engage buyers.
This is not just about AI — it is about being prepared for any sales objection. The best sales teams are always ready to address concerns, no matter the topic. If you are not preparing your salespeople now, you are leaving deals on the table.
WE CAN HELP
At Mereo LLC we specialize in equipping sales teams with the strategies and tools they need to win more deals. Whether it is AI security, market shifts or competitive positioning, we help your sales force navigate objections with confidence.
Are you ready to arm your sales team for the AI conversation? Let’s talk.