---
title: Managing Ambiguity In Sales
description: When I'm asked about the attributes that enable a salesperson to excel in today's world, I liken it to the life of an investigative reporter.
---

[Making Sales Growth Predictable, Sustainable & Scalable ](https://www.liftenablement.com/blog)

# [Managing Ambiguity In Sales](https://www.liftenablement.com/blog/managing-ambiguity-in-sales)

 Written by [Doug Davidoff](https://www.liftenablement.com/blog/author/doug-davidoff) | Apr 29, 2010 8:41:59 AM

Wouldn't it be nice if we could go into a sales situation clearly knowing who is going to make the decision and how they're going to make it? Even better, what if we could come up with that perfect question that elicits the ideal response that positions us for the proverbial "layup?"

Okay, now WAKE UP!

Selling can best be characterized as living life in the "ambiguity zone." When I'm asked about the attributes that enable a salesperson to excel in today's world, I liken it to the life of an investigative reporter. I think you'll agree that their lives have an awful lot in common:

I could go on, but I think you get the point.

It’s the nature of the world we live in today.  To be successful, salespeople (and selling organizations) need to develop the abilities that enable them to create certainty and act with certainty in inherently ambiguous situations.

[View full post](https://www.liftenablement.com/blog/managing-ambiguity-in-sales)

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