Understanding the best way to differentiate against your competition is critical to being an effective salesperson. The “Do Nothing” competitor is always one of the toughest. Who has instant access to the decision maker? Who is always part of the sales opportunity whether you are or not? The dreaded “Do Nothing.”
“Do Nothing” is always part of the equation because it is often the easier solution for those who are part of the decision process.
“Do Nothing” loves to remind people that there’s always something more important to worry about within the organization.