#600 - Prospect Says “We’re Doing This In-House” You’ll Say…

Our new Social Selling course with Sam McKenna is live! Save $50 during launch week, through October 25. Order here →

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.

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