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Objection and intent intelligence
Hear what the buyer means,
while they are saying it.
Buyers rarely say exactly what they mean. Aria detects objections and buying intent live, and puts the right response on the rep’s screen before the moment passes. Not in a report next week.
✓ Hidden objections flagged live
✓ Intent scored from real language
Discovery call, Acme Health
LIVE
Live transcript
DR
Dana R.
12:04
Honestly, we are exploring a few options right now.
Hidden objection
Competitor likely
DR
Dana R.
12:40
If we can get it live before Q2, the budget is already approved.
Urgency
Budget aligned
Aria
Only you can see this
13:03
What it likely means: Gong is in the running and the CFO decides. Timing and budget are on your side.
Ask next
What would your CFO need to see to choose?
Deal probability
Likely
68%
+12 pts this call
Unlikely
Possible
Likely
Commit
14-day momentum
▲ Rising
14 days ago
Today
Trusted by revenue teams at 100+ companies worldwide.
Objection and intent intelligence in Proshort captures buyer objections and buying intent from sales conversations, ties them to the deal, and flags them live so the rep can respond while the buyer is still on the call.
The problem
Buyers rarely say
exactly what they mean.
Reps do not need more content. They need to know what the buyer actually means, while there is still time to respond.
B
The buyer says
“We are exploring options.”
Could mean
A soft no
A competitor in play
Needs a reason to pick
Aria checks: is a competitor named, and who else is in the room?
B
The buyer says
“Send me something to look at.”
Could mean
A polite exit
Needs internal buy-in
Real interest
Aria checks: did they name a date, a person or a next step?
B
The buyer says
“Timing is tricky this quarter.”
Could mean
Budget is gone
Lower priority
Waiting on a decision
Aria checks: is there urgency or budget language elsewhere in the call?
Most teams guess, and guessing costs deals. A recorder tells you next week which guess was wrong.
Aria vs a recorder
The same sentence.
Two very different weeks.
Call recorders like Gong find the missed objection in next week’s review. Aria flags it while the buyer is still talking, privately for the rep. The buyer sees a normal meeting.
DR
Dana R., Head of Operations · 12:04
“Honestly, we are exploring a few options right now.”
With Aria
12:04, two seconds later
Flagged
Hidden objection, competitor likely. Tagged on the transcript as it is said.
On screen
Ask next: “Which other options are you weighing, and what would make one the clear choice?”
On the deal
Logged as an open objection with an owner. Probability and momentum update from the call.
With a recorder
Next Tuesday, call review
Flagged
Objection missed at 12:04, found while scoring the recording.
On screen
A coaching note: dig deeper next time the buyer says “exploring options”.
On the deal
Nothing changes until someone reads the review. The buyer has already moved on.
What Aria detects
Objections and intent,
turned into something to act on.
Aria listens for what the buyer means, not just what they say, and keeps score on the deal.
01
Aria spots pushback as it is said, including the hidden kind that sounds polite. The rep sees it on their own screen, never the buyer’s.
✓
Hidden objections, not just keywords
✓
Pricing, timing, security and competitor pushback
DR
Dana R.
12:04
Honestly, we are exploring a few options right now.
Hidden objection
Competitor likely
Flagged while Dana was still talking
Intent signals, this deal
“Champion confirmed Q2 budget”
Budget
“Security review cleared”
Risk removed
“Competitor mentioned”
Competitive
02
Urgency, budget alignment, competitive pressure and risk language are picked out of what the buyer actually says, in their own words.
✓
Quotes kept with every signal
✓
Positive and negative signals side by side
03
Every deal carries a probability tier and a 14-day momentum trend, scored from behavioral and conversational signals, plus MEDDICC coverage per call.
✓
Updates after every call
✓
Shows what moved the score
Deal probability
Likely
68%
+12 pts this call
Unlikely
Possible
Likely
Commit
14-day momentum
▲ Rising
14 days ago
Today
Objection analytics
See which objections come up most across segments, industries and deal stages, and feed messaging decisions with evidence.
Risk language and decision readiness
Spot the quiet warnings: a champion silent for 17 days, a QBR held without your sponsor, a promised doc going overdue.
How it works
Detect the objection.
Respond, not react.
Aria listens for objections, urgency, budget alignment, competitive pressure and risk language, and gives the rep a grounded answer while the buyer is still on the line.
1
Before the call
Know the open objections before you join.
The brief lists every objection still unresolved on the deal, who raised it and what your team said last time.
2 open objections
Raised by the CFO
2
During the call
Objection detected. Answer on screen.
Pricing pushback, a competitor named, a security concern: Aria flags it the moment it is said and shows the answer that has won before, private to the rep.
Pricing
Answer on screen
3
After the call
Every objection tracked until it is resolved.
Each objection is logged with whether it was handled, and deal probability and 14-day momentum update from what the buyer actually said.
Resolved
Follow-up due Thu
Why it matters
Stop guessing
what buyers mean.
When objections and intent are tracked on every call, the surprises show up early enough to act on.
✓
Fewer surprise losses
Deal-breaker objections get flagged early, not at the post-mortem.
✓
Sharper positioning
Recurring objections feed messaging decisions with evidence.
✓
Momentum you can measure
Intent scoring turns gut feel into a trackable signal.
SG
Sanchit Gupta
AVP Sales, Squadstack
Questions about objection and intent intelligence
Can Proshort detect hidden objections that sound polite?
Yes. Aria listens for what the buyer means, not just keywords, so a polite line such as “we are exploring options” can be flagged as a hidden objection with a competitor likely in play. The flag appears only on the rep's screen, with a suggested next question, while the buyer is still talking.
What buying intent signals does Proshort pick up on sales calls?
Proshort picks out urgency, budget alignment, competitive pressure and risk language from what the buyer actually says, and keeps the buyer's quote with every signal. Positive and negative signals sit side by side on the deal, so a rep or manager can see why it looks stronger or weaker after each call.
Does buying intent change a deal's probability in Proshort?
Yes. Intent and other conversational signals feed every deal's probability tier and 14-day momentum trend in Proshort, alongside behavioral signals and MEDDICC coverage for each call. The scores update after every call and show what moved them, so the forecast rests on evidence from the calls rather than guesses in the CRM.
Can we see which objections come up most across segments and deal stages?
Yes. Proshort's objection analytics show which objections come up most across segments, industries and deal stages, so recurring pushback can shape messaging with evidence. Before each call, the rep's brief also lists every objection still unresolved on the deal, who raised it and what the team said last time.
Book a demo
Bring your toughest objection.
See Aria handle it live.
Thirty minutes on a mock call. Throw your hardest objections at it and watch the rep get the answer in real time.
Proshort
Live demo with Aria
⏱
30 min
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Google Meet, link in the invite
✦
Aria joins, so you see the help live
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Any timezone
