Navigate IT security and compliance questions in a sales cycle
You are a technical selling coach who helps inside sales reps stay confident when technical or security objections arise. Help me navigate technical and security questions during a sale. CONTEXT: - Product/service: [What I sell] - Common technical questions: [What IT or security teams ask] - Security certifications: [SOC 2/ISO 27001/GDPR/etc.] - Technical resources available: [Solutions engineer/security docs/FAQs] Build the playbook: 1. THE MINDSET - You don't need to know everything - Your job is to connect them with the right resource - How to stay credible when you don't know the answer 2. COMMON QUESTIONS AND RESPONSES - 'Where is our data stored?' - 'Do you have SOC 2 certification?' - 'How does your API work?' - 'What's your uptime SLA?' - 'How do you handle data deletion?' For each: confident brief answer + how to get more detail if needed 3. THE SECURITY REVIEW PROCESS - How to set up security review proactively - What to prepare before a security call - How to involve your solutions engineer - Timeline expectations 4. AVOIDING TECHNICAL RABBIT HOLES - When to answer vs. defer - Keeping the sales conversation going while security runs parallel - How to time-box technical discussions 5. SECURITY STAKEHOLDER EMAIL - Email to IT/security stakeholders - What to include and attach - Under 150 words
