How to Handle Sales Objections Live on Zoom, Google Meet and Teams with AI
Lokesh Sharma
Product Manager
·
10
min read
To handle sales objections live on Zoom, Google Meet or Teams with AI, use a tool that listens to the call, detects the objection as the buyer raises it, and shows the rep an approved answer on the rep's screen only. Proshort's Aria and Avoma's Answer Cards do this; Gong analyzes objections after the call. The answers are only as good as your library.
Disclosure: we build Proshort. The other tools below are described from their own websites as checked in November 2026.
Key takeaways
Live objection help has three parts: detection while the buyer is talking, a short approved answer on the rep's screen, and tracking until the concern is resolved.
Your answer library decides the quality. Build it from objections buyers actually raised on recent won and lost calls, not from a whiteboard session.
On the call, use four moves: acknowledge, clarify, answer with proof, confirm. The AI supplies the proof; the rep supplies the judgment.
Price, incumbent tool, security, timing and implementation objections each need a different clarifying question before any answer.
Tools differ in how they detect (configured trigger phrases or meaning) and in whether they track the objection after the call ends.
What does AI objection handling on a live call actually do?
On a live call, the AI does three jobs. It transcribes the conversation as it happens, recognizes that a sentence is an objection and which kind, and puts a short answer on the rep's screen while the buyer is still speaking. Better tools also record that the objection was raised and whether it was resolved.
What it should not do: speak for the rep, show anything to the buyer, or invent an answer nobody approved. Treat the card like a colleague passing a note, not a script: the rep decides what to say.
Post-call conversation intelligence finds objections in recordings afterwards so managers can coach. Only live help reaches the rep while the buyer is deciding whether to believe them.
How do you handle sales objections live with AI? A five-step method
Step 1: Build the answer library from real calls
Pull the objections buyers raised across your last quarter of calls, won and lost. Group them into categories (price, competitor, security, timing, implementation, and whatever is specific to your market). For each category, write three things: an approved answer in two or three sentences, one proof point you can back up, and one clarifying question. Give every card an owner.
Keep cards short. If an answer needs a paragraph, the rep will not read it mid-sentence.
Step 2: Set up detection that matches how buyers talk
Buyers rarely say "I have a pricing objection." They say "that's more than we budgeted" or "what does this cost at 200 seats?" Tools detect in different ways. Some match trigger phrases you configure: Avoma's help center says keywords need an exact match, so admins should add common variations. Others, such as Aria, detect objections live as the buyer raises them; ask each vendor whether you will maintain a phrase list.
Either way, test detection on a handful of recorded calls before rollout: count how many real objections it caught and how many it missed.
Step 3: Answer on the call with four moves
Acknowledge in one line, with no "but" after it.
Clarify with the question on the card, so you answer the real concern.
Answer with proof: the short answer in your own words, plus the proof point.
Confirm: "Does that cover it, or is there more behind it?"
Glance at the card, then talk in your own words. Reading it aloud sounds scripted.
Step 4: Track every objection to resolution
An objection the buyer did not confirm as resolved is still open. Log it on the deal with its status and any promise made, such as "I'll send the SOC 2 report by Friday." Otherwise the same objection returns at procurement.
Step 5: Review and update weekly
Once a week, look at which objections came up most, which answers led to a confirmed resolution, and which went unanswered. Retire answers that do not work and promote the ones that do. Then have reps rehearse the new answers before their next calls, for example with AI role-play against a buyer that pushes back.
What are the most common sales objections, and how should reps answer them live?
Five objections come up on most B2B software deals. Each one hides a different concern, so the clarifying question matters more than the answer.
Objection | What the buyer often means | Clarifying question | What the on-screen card should show | Resolved when |
|---|---|---|---|---|
Price: "It's more than we budgeted" | The value is not clear yet, or the budget owner is not on the call | "Compared to what: your budget, another quote, or doing nothing?" | How pricing works, packaging options, one cost-of-the-problem example | The buyer agrees on the value basis or names the budget path |
Incumbent: "We already use Gong" | Switching feels risky, or the difference is unclear | "What do you use it for today, and where does it fall short?" | Replace or run alongside, migration path, the one difference that matters to them | The buyer sees a role for both, or a clean switch plan |
Security: "Security won't approve AI on our calls" | Fear of a long review, or a past bad experience | "Which standards does your security team require?" | Certifications as stated on your trust page, data handling, consent | A security review is scheduled and documents are sent |
Timing: "Let's revisit next quarter" | Not a priority yet, or something else is blocking | "What has to happen before then?" | The cost of waiting, a smaller first step | A dated next step tied to their event |
Implementation: "We don't have bandwidth to roll this out" | A past rollout went badly | "What made the last rollout hard?" | Onboarding steps, effort needed from their side, timeline | A named owner and a start date |
Price
Never answer a price objection with a discount before you clarify. If the comparison is "doing nothing," the card should hold the cost of the problem in the buyer's terms. If it is another quote, the card should show what is and is not included. Worked example: a Proshort price card would say the platform is $75 per rep per month and Aria Live is $3 per call hour, only on the calls the team chooses, so a buyer can start with the calls that matter most.
"We already use Gong" (or any incumbent)
Ask what the incumbent does for them before saying what yours does. Most incumbent objections are about switching cost, so the card should offer both paths. Proshort's own answer, from its site FAQ: "It can be either. Teams that want help during the call run Aria next to what they have. Teams replacing Gong bring their existing Gong, Chorus or Fireflies recordings over during onboarding, so no call history is lost."
Security
Answer with documents, not adjectives. The card should list the certifications exactly as your trust page states them and link to it. For a Proshort rep, that card would read: SOC 2 Type 2 and ISO 27001 certified, GDPR compliant, hosted on Google Cloud, 256-bit AES encryption, consent handled per region, with a link to the Proshort security page. Then offer a call with security that week.
Timing and implementation
Both usually mean "not worth the effort yet." Make the first step smaller (one team, one use case, a fixed review date) and put that date on the calendar before the call ends.
Which AI tools help reps handle objections live on Zoom, Google Meet and Teams?
Only some tools that mention "real time" actually show the rep an answer during the call. This table records what each vendor's own site says.
Tool | What it does live (per its site) | How it detects | Who sees it | Platforms named on its site |
|---|---|---|---|---|
Proshort (Aria Live) | Detects the objection and shows the answer that has won before; tracks every concern until it is resolved | Detected live as the buyer raises it | Only the rep; the buyer sees a normal meeting with the standard recording notice | Zoom, Google Meet, Microsoft Teams |
Avoma (Answer Cards) | Shows an answer card when a trigger is detected; cards stay up 20 seconds, then sit in a drawer for the rest of the call | Trigger phrases configured by admins (exact keyword match) | Reps only; never shown to external participants | Zoom, Google Meet, Microsoft Teams |
Joins meetings in real time to answer questions, reinforce the playbook and coach each rep; objection handling is not described specifically | Not described | Reps get live guidance; team leads get insight after the call | Not named on its home page | |
A general meeting assistant: its docs describe Live Insights that surface questions, objections and technical terms, and it responds on Cmd/Ctrl + Enter; sales scripts in its knowledge base | Keywords, or triggered by the user | Says it is invisible to others and never joins the meeting | Zoom, Google Meet, Microsoft Teams, Webex, Slack | |
Not described as on-screen answers during the call; analyzes conversations for objections and flags deals where key objections have not been addressed | AI analysis of conversations | Gong users; on-screen help during the call is not described | Not applicable to live help |
In short: Aria is built for objection handling and tracking on sales calls; Avoma suits teams that want admin-curated cards; Winn.ai focuses on live playbook guidance; Cluely is a general-purpose assistant; Gong is strongest after the call. For a wider look at enablement platforms, see the best sales enablement platforms for objection handling.
How do you choose a live objection-handling tool?
Detection: does it need exhaustive keyword lists, or does it recognize objections from meaning?
Sourced answers: do answers come from your approved content, with the source shown?
Privacy on the call: is it visible only to the rep, and how are buyers notified that the call is recorded?
Coverage: does it work on every platform your buyers use, including Zoom, Google Meet, Teams and your dialer?
Follow-through: does each objection get logged on the deal and tracked until resolved?
Security: can the vendor send its SOC 2 Type 2 report and ISO 27001 certificate?
Where Proshort fits (and where it does not)
Proshort fits teams whose deals stall on questions reps could not answer on the call. Aria's real-time objection handling detects the objection, shows the answer that has won before (only the rep sees it), and tracks every concern until it is resolved. Behind it, the AI playbook is built from the objections buyers actually raise and refreshed every 24 hours, so the best answers reach reps live. Aria works on Zoom, Google Meet, Microsoft Teams and dialer calls.
"The contextual insights it delivers are not only precise but also perfectly timed." Kanika Bhalla, Chief Revenue Officer, Increff (read the Increff case study)
Where it does not fit: if you only want post-call analytics, forecasting and outreach across a large organization, Gong covers more of that. If reps want a general personal assistant for every kind of meeting rather than one grounded in your sales content and CRM, a tool like Cluely may suit them better. And if your objection library is three bullet points, do step 1 before you buy anything.
Frequently asked questions
Can buyers see AI objection prompts during a Zoom call?
Not with Aria or Avoma. With Proshort's Aria, only the rep sees the prompts; the buyer sees a normal meeting with the standard recording notice. Avoma says its Answer Cards are never shown to external participants. Check each vendor's documentation, and tell buyers the call is recorded wherever the law requires it.
Does Gong handle objections live during calls?
Gong's site describes analyzing conversations for objections and flagging deals where key objections have not been addressed. It does not describe on-screen answers for the rep during the call. Many teams use Gong to review calls afterwards and a live assistant such as Aria to help reps while the buyer is talking.
How many objection cards should a team start with?
Start with the categories that come up most in your recent calls, usually price, competitors or incumbents, security, timing and implementation, plus anything specific to your market. Each card needs a two or three sentence answer, one proof point and one clarifying question. Add cards only when calls show a new objection repeating.
How much does live objection handling cost with Proshort?
The Proshort platform is $75 per rep per month and includes notes, summaries, follow-ups, CRM updates, Ask Aria, playbooks, battlecards, courses and role-play. Aria Live, the private help during the call, is $3 per call hour, only on the calls you choose. Enterprise plans are custom.
Does live objection handling work on phone calls too?
Some tools cover phone calls. Proshort's live help also works on dialer calls, for example Salesforce Dialer, Dialpad and RingCentral. Avoma says its real-time guidance works across video calls, phone calls and in-person meetings. Confirm your specific dialer with the vendor before you roll out.
To see Aria catch an objection and track it to resolution on your own calls, book a Proshort demo.
