We’ve all been in this conversation at one time or another in our sales careers. Your prospect may understand some of the value you can provide, but is also considering using internal resources to achieve the same result.
If you put yourself in the buyer’s shoes, this option makes complete sense. When looking at potential solutions, you would be negligent not to weigh all your options. As a seller, you must remember that “Do it Internally” is a very different competitor than “Do Nothing." Where “Do Nothing” is a conversation focused on the need for change, “Do it Internally” is a conversation about business resources, outcomes and metrics.