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.