From “This Is Not Possible” to “Where Do I Sign?” — Vaulttree’s 2-Minute Sales Transformation

From “This Is Not Possible” to “Where Do I Sign?” — Vaulttree’s 2-Minute Sales Transformation

A CISO from a major bank joined the Vaulttree sales call. No pleasantries. No introduction. Just four words: “This is not possible.”

In a recent episode of Category Visionaries, Ryan Lasmaili, Co-Founder and CEO of Vaulttree, shared what happened in the next 120 seconds. “In the end we showed a demo and he was tipping out. He was sitting on the edge of the seat. We were seeing that because he was tipped back and forth the whole time, but he fell off his chair,” Ryan recounted.

Two minutes from absolute rejection to literal excitement.

The Objection That Isn’t Really an Objection

Traditional sales teaches us to handle objections by addressing concerns. Price too high? Justify ROI. Feature missing? Roadmap it.

But “this is not possible” isn’t an objection about your product. It’s a statement about reality itself.

The CISO wasn’t saying “I don’t think your product works well.” He was saying “I know, with certainty, that what you’re claiming cannot exist.”

Ryan captures this: “The biggest challenge definitely is the educational element. Every organization that we are talking to, at the beginning, the conversation could be like, oh, we have no use case, or we don’t know, or this doesn’t work, right? But it’s mainly because they don’t understand really that their data and everyone’s data is vulnerable.”

When someone’s career has taught them that encrypted data must be decrypted to be processed, you’re not overcoming an objection. You’re challenging their worldview.

Why Worldview Objections Require Different Handling

Product objections respond to logical arguments. Worldview objections don’t.

You can’t argue someone out of a belief formed by decades of experience. The CISO didn’t believe processing encrypted data was impossible because he read it somewhere—he believed it because every encryption system he’d encountered worked that way.

Trying to convince him with words would fail. He’d heard encryption pitches his entire career. His skepticism was informed.

This is why Vaulttree’s transformation happens so quickly. They don’t change the worldview through argument. They change it through demonstration.

The Two-Minute Transformation

Vaulttree shows fully encrypted data being processed at scale without ever being decrypted. Not in theory. Actually working.

“After literally two minutes, it’s like, oh wow, okay, you do this, okay, we can do that, we didn’t even know,” Ryan explained.

The transformation isn’t gradual. It’s binary. One moment, the buyer believes something is impossible. The next, they’ve seen it work.

This speed matters. If it took thirty minutes, you’d lose people. But two minutes is fast enough that people stay engaged, and dramatic enough that the shift is undeniable.

What Makes a Demonstration Worldview-Changing

Not every demo can shift fundamental beliefs. Vaulttree’s works because:

It’s undeniable. The CISO can see encrypted data being processed. There’s no room for “that’s just marketing.”

It’s immediate. No “we’ll set up a proof of concept in three weeks.” The proof is now.

It addresses the core impossibility. Vaulttree shows the specific thing buyers believe cannot work: processing fully encrypted data without decrypting it.

It works with familiar systems. “Any organization can use this utilizing their existing tech stacks, utilizing their own databases. We don’t hold any data,” Ryan explained.

The Education Challenge Becomes the Moat

The skepticism that makes sales difficult becomes Vaulttree’s competitive advantage.

“The challenge really, I mean, to give you an idea, is that perception, right, of, okay, I don’t need this technology, I have everything else. I have, let’s say 100 security solutions,” Ryan said. “But the educational element here is, yeah, it doesn’t matter how many onion layers you have, your data is still in readable form, so you literally just cut right through the onion.”

Every buyer Vaulttree educates becomes harder for competitors to reach. Once a CISO understands that processing encrypted data is possible, they can’t unknow it. Their evaluation criteria for all future security solutions changes.

Competitors face the same education burden Vaulttree already overcame. And that education can’t be shortcut—you need proof, not promises.

The Conversion Rate Advantage

This approach creates exceptional conversion rates.

“Basically every conversation usually we have with an organization ends up in us moving this along to either a pilot, a POC and a customer,” Ryan explained.

Nearly every conversation converts. This happens because the two-minute transformation is so dramatic. You’re not convincing someone your product is better. You’re showing them a capability they didn’t know existed.

How to Apply This to Other Breakthrough Technologies

If you’re selling technology that challenges fundamental assumptions:

Identify the worldview barrier. What do buyers “know” that makes them skeptical? That’s not an objection to overcome with messaging—it’s a worldview to shift with proof.

Build for demonstrability. Your technology must be provable quickly. If you can’t demonstrate the impossible in minutes, you’re forced into lengthy evaluations most buyers won’t commit to.

Lead with the demonstration. Don’t convince first, then demonstrate. The demonstration is the conviction.

Expect binary responses. Prospects either get it immediately or they don’t. Don’t spend time trying to convince the unconvinceable.

Accept that education is the moat. Changing worldviews is hard, which means competitors face the same challenge.

The Broader Pattern

Strip away the specifics, and a pattern emerges for any breakthrough technology.

When you’re selling something that challenges what buyers believe is possible, objections are philosophical, not practical. They’re not saying your product isn’t good enough. They’re saying your category doesn’t exist.

Traditional objection handling doesn’t work because you’re not addressing concerns about your solution—you’re challenging their model of reality.

The only effective response is proof that shifts perception. Not better arguments. Actual, undeniable demonstration of the impossible.

This requires confidence in your breakthrough. If you can’t prove it works quickly and definitively, you’ll struggle. But if you can—if you can take someone from “this is not possible” to falling off their chair in two minutes—the sales motion becomes remarkably efficient.

The Lesson for Founders

Vaulttree’s journey reveals a principle: breakthrough products require breakthrough sales approaches.

When selling innovation that challenges fundamental assumptions, recognize that “no” isn’t rejection—it’s disbelief. The buyer isn’t saying they don’t want what you’re offering. They’re saying they don’t believe it exists.

Your job isn’t to overcome objections. It’s to shift worldviews. And the only way to shift a worldview formed by decades of experience is to provide undeniable proof that what they thought was impossible actually works.

Do that in two minutes, and you might find your prospects falling out of their chairs too.