Matteo — Objection Handling: We Will Build It Ourselves

What you’ll master — Outcomes you can use

1. A reply that respects a genuine option and reframes its cost
2. They hold the reframe against someone who has already shipped a demo

Your tutor

A solutions leader who has lost deals to internal builds and won them back.

The plan — What’s inside

1. Acknowledge Without Conceding
2. What a Prototype Really Costs
3. Who Maintains It in Year Two
4. Evaluation Criteria We Would Both Accept
5. The Pilot Bake-Off

5 parts

Questions about this course

How do I respond when a prospect says they will just build it with AI?

Sales objection handling for the build-it-ourselves objection, practised against a head of data who already shipped a prototype. Five role-plays on maintenance, evaluation and unit economics, scored on whether the buyer's own numbers moved.