We Built It Ourselves Objection Prep
Discuss build vs buy honestly.
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Prepare me for "we'll build it ourselves" or "we already have a homegrown tool". My product: [PRODUCT]. The prospect's situation: [PROSPECT_SITUATION]. Their stated reasons: [THEIR_REASONS]. Honest strengths and weaknesses of building: [BUILD_NOTES]. Create: 1. A fair analysis table: Factor | Build in-house | Buy ours | Notes. Include time to value, total cost over 3 years (with the cost categories to fill in: engineering time, maintenance, hosting, security, support, opportunity cost), flexibility, risk (key people, scope creep), compliance, and exit. 2. Discovery questions to explore the real cost: who built it, who maintains it, how many hours per month it takes, what has been delayed because of it, what happens when the builder leaves. 3. A total-cost worksheet with formulas and sample numbers (made up and labeled). 4. Scripts for responding respectfully (30 to 60 words) that acknowledge the team's skill. 5. When building is the right choice: say so, and how to stay in touch. 6. A pilot proposal to compare approaches. Rules: never belittle their engineers, avoid inflated cost estimates, and cite only verifiable figures. Mark claims needing proof as [ADD PROOF].
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