Latest / 30 Minutes to President's Club | No-Nonsense Sales
#600 - Prospect Says “We’re Doing This In-House” You’ll Say…
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…
The skinny
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