Podcast episode
Prospect Says “We’re Doing This In-House” You’ll Say…
30 Minutes to President's Club18 Aug 202637 min
Description
Jen Allen-Knuth and Nick Cegelski break down exactly what to do when a prospect tells you, “We’re going to build this in-house.” Instead of immediately defending your solution, you’ll learn how to build trust, uncover the beliefs behind their decision, and guide them toward seeing the risks of DIY for themselves. You’ll learn to: 🔎 Seek to understand before you sell: Uncover why they want to build, how far along they are, who’s involved, and what they’re already worried about before trying to change their mind. 🤝 Help them succeed with DIY first: Lower their defenses by advising them on resources, technology, success metrics, and even peer introductions before you ever pitch against the in-house option. ⚖️ Make build vs. buy impossible to ignore: Surface the hidden costs, maintenance, employee adoption, and cross-functional buy-in of building internally, then contrast those pitfalls directly with what your solution handles for them. -- You’re one step closer to President’s Club!: 💼 Selling to the C-Suite Course: https://hubs.li/Q04thbhX0 🏋 30MPC Training: https://www.30mpc.com/course/team-training 🛠 Weekly Newsletter: https://hubs.li/Q02NJQ8p0 📚 Things you can steal and use today: https://linktr.ee/30mpc_youtube
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shouldn't do it. So instead, what I'm going to share are a few simple AI prompts that I use to be able to anticipate and prepare for a DIY objection that might surface in one of my opportunities. So one of the very first things that I'm looking to understand is the ownership “structure of the account. Meaning, are they private? Are they public? Are they VC-backed?” Are they PE-owned? And the reason that's really important for me to understand is often what you might find is a VC-backed or private equity-owned company might have some sort of in-house mandate for their portfolio companies, the companies that work under them, that they have to use certain AI
the show notes. Just to recap what′s going on here is, ultimately, we′re going to try to convince them not to build in-house, and we′re going to try to persuade them why they should be buying what we sell. why they should be buying our product. However, in order to give ourselves the best chance “of convincing, persuading, dare I say selling, Jen, it's helpful, it's imperative that we” understand their beliefs and thinking as completely as possible because that helps us understand where there are landmines. I don't want to try to convince them against a strongly held belief, but if I identify some of their weaknesses, some of the places where yeah, I'm