Written for partners and resellers rather than for buyers. Discovery questions that surface whether a business is actually a fit, the four objections that come up every time with answers that hold, and how to explain the build fee without sounding like you are defending it.
It will sound like a robot — answer with the live demo, not with an assurance. It is expensive — reframe against the ticket value of the calls currently missed. We tried a chatbot and it failed — agree, and explain what retrieval and evaluation change. My customers want a human — agree, and explain that escalation is a design goal, not a fallback.
It is engineering time: discovery on real recordings, knowledge base assembly, integration work, and an eval suite that has to pass before go-live. Vendors who do not charge it either skip that work or amortise it into a longer contract. Saying that plainly closes more deals than discounting does.