How to Handle the ‘We Already Have an Internal Solution’ Sales Objection

When a prospect says, “We already have an internal solution,” they’re not necessarily saying no—they’re saying, “Convince me why we need something different.”

What they’re really thinking:

• We built something in-house, so why should we change?
• Switching to a new solution might be too much effort.
• We don’t see enough pain to justify replacing what we have.
• We’ve invested a lot in our internal system, and leadership is committed to it.

This is not just an objection—it’s an opportunity to explore their current system’s limitations, highlight your unique value, and show why switching could be worth it.

How to Respond in a Strategic, Trust-Building Way

1. Acknowledge & Validate—Internal Solutions Are Common

Show that you understand their position and that many companies start with internal solutions.

Example:
"That makes complete sense! Many companies initially build their own internal solution—it’s often the fastest way to solve an immediate problem. I’d love to learn more about how yours works—what do you like most about it?"

GPT Prompt:

Generate a response that acknowledges internal solutions while inviting the prospect to share more about their system.

2. Ask About Pain Points & Limitations

Most internal solutions have gaps, whether in scalability, efficiency, or maintenance. Find out where they struggle.

Example:
"I’m curious—are there any areas where your internal system feels limited or requires a lot of manual effort? Many teams we talk to say their in-house solution works well, but maintaining it takes up a lot of resources."

GPT Prompt:

Create a response that uncovers potential pain points or inefficiencies in an internal solution.

3. Highlight the Hidden Costs of Maintaining an Internal System

Internal solutions aren’t “free”—they require ongoing development, updates, and troubleshooting.

Example:
"That totally makes sense. One thing we’ve seen is that while internal solutions seem cost-effective at first, they often require ongoing maintenance, internal IT resources, and development time. Have you calculated how much time your team spends maintaining it?"

GPT Prompt:

Generate a response that highlights the hidden costs of maintaining an internal solution.

4. Differentiate Your Solution—What’s Unique About It?

They already have a solution—so why should they consider yours? Show them what they’re missing.

Example:
"That’s great that you have an internal system! One thing that makes us different is [unique features, automation, integration, AI capabilities]. Most companies we work with find that adding our solution actually enhances what they already have rather than replacing it."

GPT Prompt:

Create a response that highlights key differentiators over internal solutions.

5. Reframe the Conversation—Could Your Solution Work With Theirs?

Instead of positioning your solution as a full replacement, explore whether it could complement their system.

Example:
"We totally get that replacing an internal system is a big decision. A lot of companies we work with actually use our solution to fill in gaps or automate parts of their existing setup rather than replacing it entirely. Would you be open to exploring how we could enhance what you already have?"

GPT Prompt:

Generate a response that positions the solution as complementary rather than a replacement.

6. Share Social Proof—How Others Moved Beyond Internal Solutions

Show them how companies like theirs outgrew their internal solutions and saw major benefits by switching.

Example:
"We recently worked with [Company X], and they had a similar internal solution. At first, they weren’t sure they needed to change. But after implementing [your solution], they reduced [manual effort, costs, inefficiencies] and increased [productivity, automation, accuracy]. Would you like me to share their experience?"

GPT Prompt:

Craft a response that shares a success story of a company transitioning from an internal solution.

7. Offer a Low-Risk Way to Test It

If they’re hesitant to switch, provide an easy way to test your solution without full commitment.

Example:
"I totally understand. The best way to know if this is a good fit is to see it in action. We offer a [trial, pilot program, proof of concept] so you can compare it with your internal solution. Would that be helpful?"

GPT Prompt:

Generate a response that offers a trial or pilot program to compare solutions.

8. Lock in a Follow-Up to Keep the Conversation Open

If they’re not ready yet, make sure you stay in touch when they reconsider.

Example:
"That makes sense! How about I check back in a few months to see if any challenges have come up with your current system? If things change, I’d love to continue the conversation."

GPT Prompt:

Create a response that ensures a follow-up conversation without pressure.

Cheat Sheet for Handling ‘We Already Have an Internal Solution’

Final Thoughts

When a prospect says, “We already have an internal solution,” they’re not rejecting you—they’re just unsure if change is worth the effort. Your best approach is to:

• Acknowledge that internal solutions are common
• Ask about pain points and maintenance challenges
• Highlight hidden costs that may not be obvious
• Show how your solution is different and adds value
• Position your solution as an enhancement, not just a replacement
• Use social proof to show how others upgraded from internal solutions
• Offer a low-risk way to compare the two solutions
• Keep the conversation open for future discussions

At the end of the day, internal solutions often start strong but struggle to scale—your job is to help them see why upgrading is worth it.

How DocketAI Can Help

DocketAI helps companies move beyond internal solutions by automating workflows, reducing manual effort, and providing enterprise-grade security—so when a prospect says, “We already have an internal solution,” you have the right approach to show them what’s possible.

🎯 See how it works—Book a demo today!