Conquer the Vagueness Struggle

When you're looking at getting anything done, the more you can name something out, the more you can define that thing, the more likely it is to happen. This comes up in sales when you are trying to get any target done, any goal accomplished.

People struggle with vagueness. They'll say some vague thing, it's not fully defined, it's not fully clarified, it's not fully named. And in sales specifically, if you're saying, "I'm trying to get this deal done" or anything that is general and vague, the chances of it happening are not good. You have to drill it down and name out the cycle.

What are you going to do? Who's connected to it? What do you need to do? What is the exact action? The more you can define the exact playbook or the exact action or the exact thing that you're going to do - the more you can name it and define it - the more likely it is to happen. And then you can just execute it and get it done.

If somebody says, "I'm going to start working out this year," it's too general, too vague. The chances or the probability of you doing it are slim to none. It's probably not going to happen. However, if you say, "I'm going to get in shape this year and here's my program and here's my weekly thing and my daily thing and here's my diet regimen" and it's clearly named out - "I'm going to run tonight. At such and such time, I'm going to run four miles." everything's clearly defined. The chances of you doing it dramatically increase.

It’s the same in anything you're trying to do. If you go, "We're going to build a company" compared to saying, "We're going to build a company to this level and here's how we're going to do it," which is clearly defined and clearly named out, the more likely it is to happen. It's the same in sales. When you name something clearly and say, "I'm going to do this deal, this dollar figure, with this person, and these are the actions that are going to get it done," all you have to do is execute that step and get it done.

Just going and leaning into a hustle or random motion is general and vague, it doesn't really get you anywhere. But if you can define and articulate and name the thing that you're going to do and name out everything related to your targets and your sales, the more likely it is it's going to happen.

Even with a prospect - when you're selling a prospect and they give you some vague feedback, some general feedback. In order to close the deal, you also have to get them to name it out. And if they say, "Oh, yeah. It's happening this week, we're having a meeting and we're talking about it," or, "We're looking at doing it this week," or, "I have to get approval," that's all vague and general. The more you can drill down for the prospect and get them to name the exact target, the exact things or the exact steps, the more likely it is to happen.

So you say, "Okay, great. Who do you need to speak to?" and, "What needs to happen here or there?" and get it defined where you know they need to speak to so and so, they need to get this approved by the CFO, or by whoever. The more you can clarify that and get them to say, "Here's the next steps I need to take and I need you to do this," the more

likely it's going to happen. And if you're receiving vague and general responses, the chances of it happening are essentially zero. Maybe they'll happen. They're certainly not going to happen this week and certainly not going to happen soon. It's going to probably take a lot longer than you think.

You have to name out actions yourself to define and clarify, and then you have to get your prospect to get it articulated and named. And if you can't arrive at that, then there's a problem in the sales cycle somewhere.

It's some unspoken consideration or unspoken reservation or something's going on in the cycle that needs to get handled. But it's critical.

Look at it from the standpoint of any target, any sale, anything that you're doing in life. If you can't define it and clarify it and drill it down and name it out, it's going to probably take longer or it's not going to happen at all. It’s something to think about.

Get specific. List it out exactly what's needed so you can just say, "Yeah, here it is" and all you have to do is execute. If you can do that and it's not vague, it's not general, you've got a good chance of pulling it off.

Richter provides training and sales assets such as videos, sales decks and more, to IBM, AT&T, Oracle and more. Learn about our services below: