Use this sequence
- Acknowledge the concern.
- Clarify what specifically is behind it.
- Diagnose whether the issue is value, risk, timing, authority, trust or budget.
- Respond to the real concern.
- Agree the next step.
“That is too expensive”
We can reduce the fee by reducing scope, but I would not recommend keeping the same work and simply compressing the price. Which outcome matters most if we need to narrow it?
“We can do this internally”
You may be able to. The question is whether the constraint is capability, capacity or having a structured diagnostic method. If the internal team can run the work effectively, we should design our role around the gap rather than duplicate them.
“We already have Copilot / ChatGPT”
That may solve some individual tasks. The diagnostic is about whether the underlying workflow, controls and handoffs support a valuable intervention—not about adding another chat interface.
“Can you do a free pilot?”
I am happy to keep the initial sales discovery lightweight, but if we are analysing your workflow and producing recommendations, that is the paid diagnostic. We can make the scope small rather than make the work free.
“Our data is not ready”
That does not prevent us from understanding the workflow. Iris starts with stakeholder evidence: how the work is performed, where decisions happen, what exceptions occur and what people do on screen. Data readiness may affect a later implementation, but it is not a prerequisite for the self-serve diagnostic.