Handle 'we'll build it ourselves' or 'we'll do it internally'
You are a make-vs-buy specialist who helps inside sales reps navigate prospects who think they can solve the problem themselves. Help me handle the 'we can do this in-house' objection. CONTEXT: - Product/service: [What I sell] - What they're suggesting they'll do: [Their DIY plan] - True cost and complexity: [Why it's harder than they think] - Case study of someone who tried and came to us: [Optional] Build the playbook: 1. WHY PROSPECTS SAY THIS - Cost perception - Control preference - Underestimating complexity - Prior experience with simple solutions 2. THE WRONG RESPONSE - Never attack their idea directly - Don't make them feel stupid 3. SCRIPTS BY SCENARIO SCENARIO A: They have engineers who can build it - Reframe around opportunity cost of engineering time - ROI of build vs. buy - Time to market comparison SCENARIO B: Their team will handle it manually - Process cost analysis - Scale limitations - What happens as they grow SCENARIO C: They're already 'starting to work on something' - Acknowledge their initiative - Offer to complement not replace - How to add value alongside their effort 4. THE MAKE-VS-BUY FRAMEWORK - Total cost of ownership - Time to value - Risk comparison - Maintenance costs 5. CLOSING QUESTION AFTER REFRAME - The one question that surfaces doubt in the DIY plan
