1 min lesson
The three objections to drill
Work through the cases in "The three objections to drill", pairing each signal with the move that fits.
Step 1 of 2
The three objections to drillPractice all three until the moves are reflex
"How do we know our code isn't training your models?"
Acknowledge it as table stakes. Speak to privacy mode / zero-data-retention and routing honestly, then route to the security owner and a written review. Never bluff the policy detail.
"We already pay for Copilot."
Don't trash it. Reframe around measured usage and the gap they already feel: codebase-wide context and multi-file edits versus line completion. Use their own low-adoption number.
"This is more per seat than we budgeted."
Anchor on the ROIReturn on Investment. The value gained versus what it cost, the language an economic buyer funds deals in. Press Enter for the full definition. you built, not the sticker. Cost per seat against hours saved per dev per week. Offer a scoped trial to prove the number before they commit broadly.
When you genuinely don't know an answer, run acknowledge → route → pivot. Acknowledge the question is fair, say you won't guess, route it to who owns the truth and a date, then pivot back to the outcome. "Good question on the exact retention window. I won't guess at the contract language. I'll get you the security one-pager and our DPAData Processing Agreement. The contract spelling out exactly how a vendor may process your data: purposes, subprocessors, retention and breach duties. The document privacy reviews actually read. Press Enter for the full definition. by Thursday. While that's in motion, can we line up the trial so your team feels the workflow?" Interviewers read this as integrity plus deal control, which beats a confident wrong answer every time.