What it usually means
They built it, so they're attached to it. Questioning it can feel like questioning them.
What to say
That's common, and it usually means you have good people on it. What takes up most of their time with it right now?
Replace anything in brackets with your own words before you say it.
Why it works
Complimenting the team protects their pride in what they built. Asking what takes up the team's time points at the hidden cost without you having to say it.
Other ways prospects say it
- “We do that ourselves.”
- “Our team built that.”
- “We have people for that.”
Same reflex, same response. Type any version into the Objection Lookup to check.
If they push back again
If they're proud of what they built, say so and ask what they'd do with the hours back. You're not replacing their people; you're freeing them up.
The pattern behind every objection
Acknowledge it with something short and human, ask one question about what sits behind it, then propose a small next step with two options, or exit cleanly. Handle each objection once, never argue it, and log every one so you can see where your message or your list is weak.