How to Handle:
“We have concerns about data security”
Security concerns are legitimate and increasingly common. Prospects want assurance that their data is protected. This is an opportunity to demonstrate professionalism and thoroughness.
Why Prospects Say This
Data breaches are costly and embarrassing. Compliance requirements are strict. They may have been burned before or have security-conscious stakeholders. IT and security teams often have veto power.
Best Responses
The Proactive Disclosure
“Security is our priority too—I'd be concerned if you didn't ask. We're SOC 2 Type II certified, encrypt everything at rest and in transit, and I can share our security whitepaper. What specific aspects would your security team want to review?”
Why It Works
Shows you take security seriously and have documentation ready.
Best For
Enterprise prospects with formal security reviews
The Compliance Matcher
“Completely understand—what compliance requirements are you working with? HIPAA, SOC 2, GDPR? We're certified for all three and I can connect you with our security team for a technical review.”
Why It Works
Demonstrates familiarity with their specific requirements.
Best For
Regulated industries
The Architecture Explainer
“Happy to dig into that. At a high level, your data is isolated in our multi-tenant architecture, we use enterprise-grade encryption, and we have 99.9% uptime. Want me to schedule a call with our CTO to walk through our security architecture?”
Why It Works
Offers access to technical experts for deeper questions.
Best For
Technical buyers and IT stakeholders
Do's and Don'ts
Do This
- Have security documentation ready (SOC 2 report, security whitepaper)
- Know your compliance certifications cold
- Offer access to your security team for technical questions
- Be prepared to fill out security questionnaires quickly
Don't Do This
- Dismiss security concerns as unnecessary worry
- Overpromise security features you don't have
- Get defensive when asked detailed questions
- Let security reviews stall without follow-up
Follow-up Questions to Ask
“What compliance requirements does your organization follow?”
“Would a call with our security team be helpful?”
“Do you have a security questionnaire you'd like us to complete?”
“What's been your experience with vendor security reviews?”
Industry-Specific Variations
“How do you handle PHI?”
“We're HIPAA compliant and can sign a BAA before you share any PHI. All data is encrypted, access is logged, and we do annual penetration testing. I can send our HIPAA compliance documentation today.”
“What about financial data regulations?”
“We work with several financial institutions and meet SOC 2 Type II, GLBA, and PCI-DSS requirements where applicable. Our security team can do a walkthrough of our controls with your compliance officer.”
Pro Tips
- Create a security FAQ document for common questions
- SOC 2 Type II certification is table stakes for enterprise sales
- Make security documentation easy to access—don't hide it behind sales calls
- The faster you complete security questionnaires, the faster deals close
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