If you’re selling devtools or infra products, one silent question always sits on the other side of the Zoom call: “Why shouldn’t we just build this internally?”

It’s not hostility. It’s not doubt. It’s engineering instinct.

This is a moment of truth in every sales conversation — not because it’s a blocker, but because it reveals you're no longer being ignored. You’re being considered seriously.

What you say next defines your fate.