What's on an objection card?
Pushback comes fast, and the buyer is waiting for you to answer. So the card puts the line to say at the top, and the pieces behind it underneath.
- A line to say, 30 words or fewer, short enough to say as it is.
- Acknowledge: the part of their point that's true. For the Python pushback in the film: "Python scripts work fine initially."
- Reframe: what their point leaves out. For the same pushback: "custom builds carry a heavy maintenance burden."
- Proof from your docs, when one of your documents matches.
Great question. Let me loop in my SE.The rep's reply to the Python pushback in the launch film. The answer waits for another meeting.
Python scripts work fine initially, but custom builds carry a heavy maintenance burden as custom code and single-developer reliance accumulate.The line on Veracity's answer card in the film, with a question to ask back: "How long would it take your engineers to script and audit that?"
Where does the proof come from?
From the documents you load into Veracity: PDF, Word, text or Markdown files. Proof only shows up when one of them matches the objection, and numbers that can't be found in a source are removed before the card shows.
So the proof is only as good as what you load. Here's what to load for the pushback you hear most.
| What you hear | What to load | What the proof can show |
|---|---|---|
| "We can build this ourselves." | Architecture and maintenance docs | What it takes to keep a custom build running |
| "We already have a tool for this." | Battle cards and competitive positioning | Where your product differs from what they use |
| "Security won't approve it." | Your security and trust pages | Where their data is kept and who can reach it |
| "We tried something like this and it didn't stick." | Customer stories and case studies | A customer with the same setup who got it working |
For how to run the moment itself, see how to handle objections on a live call.
What will the card never say?
A line you can't stand behind does more damage than a pause. These never make it onto the card.
- "Let me loop in my SE." The card never tells you to put the answer off until later.
- A number it can't find in a source. Those are removed before the card shows.
- A guess when your docs are silent. It tells you your docs don't cover it.
- A change while you're talking. Nothing on the card changes while you speak.
When the pushback turns into a technical question, the same app answers it from your documents and names the files it used: technical answers from your own docs.