#600 - Prospect Says “We’re Doing This In-House” You’ll Say…
Summary
Jen shares a strategy to overcome the "we’re building in-house" objection by avoiding defensive reactions. She outlines a process starting with AI-driven prep to understand ownership mandates, followed by seeking to understand the prospect’s beliefs. Sellers should then help prospects succeed with their DIY plan to build trust before revealing pitfalls like maintenance costs and adoption risks. This approach positions the seller as a trusted advisor, allowing prospects to self-convince that buying is the better path.
Topics discussed
The frustration of the 'build in-house' sales objection
Step Zero: Pre-call research and AI prompts for preparation
Using AI to gather industry insights and build credibility
Step One: Uncovering beliefs and motivations behind the objection
Step Two: Helping them succeed with resource and tech advice
Recap of preparation and trust-building strategies
Step Three: Highlighting pitfalls of DIY builds with peer examples
Step Four: Pivoting to your solution and final recap
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