{"id":"sales-build-it-ourselves-objection-script","audience":"sales","category":"sales-work","technique":"audience","track":"sales","level":"intermediate","title":"Answer \"we'll build it ourselves\" with their own numbers","free":false,"task":"The buyer, Oscar Lindqvist, said his team will just build this in-house. Write a spoken talk track of exactly three plain-text lines labeled Acknowledge:, Cost question:, Offer:. In the Cost question, use his own numbers from the call and show the math, phrased as a question. The Offer is a 30-minute build-versus-buy comparison using his numbers. Do not criticize his engineers or claim in-house builds fail. Under 90 words.","materialLabel":"Your notes (attached to your prompt automatically)","material":"CALL NOTES - Oscar Lindqvist, Head of Operations, Fairmont Parcel (Nov 4)\n- Oscar: \"Honestly we'll probably just build a tracking dashboard ourselves. Two of our engineers could knock it out in about six months.\"\n- Asked what an engineer costs: \"Fully loaded, around $165,000 a year each.\"\n- Did not mention ongoing maintenance or who would own it afterward.\n- Our price: $60,000 per year, live in 3 weeks (current price sheet).\n- Old price from last year's proposal: $75,000 per year - no longer valid.\n- Internal Slack from our CTO: \"in-house builds always end up abandoned\" - internal opinion only.\n- Oscar's team is busy with a warehouse move through January.","rules":[{"type":"plainText"},{"type":"maxWords","max":90}],"mistakes":[{"title":"Using internal opinion","why":"The AI repeats the CTO's 'always abandoned' line as a selling point.","fix":"Add: \"Do not claim in-house builds fail or criticize his engineers.\"","checks":["r2"]},{"title":"Skipping the buyer's math","why":"The AI argues in general terms about cost.","fix":"Add: \"In the Cost question use his numbers: 2 engineers x $165,000 x 0.5 year.\"","checks":["r1"]},{"title":"Wrong structure","why":"The AI writes a long monologue with bold headings.","fix":"Add: \"Exactly three plain-text lines labeled Acknowledge:, Cost question:, Offer:.\"","checks":["r0","plainText"]},{"title":"Long script","why":"The AI keeps going with objection handling tips.","fix":"Add: \"Under 90 words, each line under 30 words.\"","checks":["maxWords"]}],"promptHints":[{"label":"Names the three labels","patterns":["acknowledge:","cost question","offer:"]},{"label":"Uses his numbers","patterns":["165,000","his numbers","2 engineers","own numbers"]},{"label":"Phrases a question","patterns":["as a question","question"]},{"label":"Bans criticism","patterns":["do not (criticize|claim)","without criticiz","not say"]},{"label":"Sets the offer","patterns":["30.?minute","build.?versus.?buy","comparison"]}],"hint":"Name the three lines, use the buyer's own numbers as a question, and say what not to claim.","rubricLabels":["Has exactly three lines labeled Acknowledge:, Cost question:, Offer: in that order","The Cost question uses Oscar's numbers with math (2 engineers x $165,000 x half a year = $165,000) and is phrased as a question","The Offer is a 30-minute build-versus-buy comparison, and nothing criticizes his engineers, says in-house builds fail, or uses the old $75,000 price"]}