Day 255: After the demo, an engineering leader says, “We could build this…

Tip — Day 255

After the demo, an engineering leader says, “We could build this ourselves.” The conversation can quickly collapse into a feature comparison, even though the real decision is where their team should spend scarce time. Make the tradeoff explicit: “That may be true. What would your team need to build, maintain, and deprioritize for the internal option to succeed?” You’re helping the buyer compare the total commitment, not just the license cost. 🎯 Try this today: Pick one deal where “build” may surface and paste this question into your next-call notes.