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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Every place a page here uses this source, in the order the words come in it.
you know me, is preparation. So what we don't want to have happen is to get caught with an unexpected DIY objection and then be fishing around trying to come up with reasons in the call why they 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
put together here, Jen, is you go to your AI tool of choice and you ask it about the pros and cons of, in this instance, vibe coding a CRM, which is the build versus buy objection that we're using as the example here. And what this is helping you do is it's helping you, spoiler alert folks, one of “the things that you do to overcome this objection is you share both the pros of them doing it in” house and reasons that they might want to, as well as the cons, so that you are presenting a more balanced take in terms of it's not just about let me shove my product down your throat and sell, sell, sell. It's like, hey, I'm here to be a trusted advisor. I'm here to be a consultant. Let me talk
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
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