Training Industry

Say Less, Not More

  • Say Less, Not More

Are you ever frustrated in a meeting or a conference call? There are lots of people and lots of noise. It feels like you can’t even hear yourself think, let alone be heard by anyone else. So what do we do? Try harder, speak louder and speak more!

How about when it’s your turn, when you have the stage? You have a vision in mind of the point you’d like to make – except that that your vision of the message is unencumbered by the agendas of everyone else. Tensions rise. What do we tend to do? If you’re anything like me, you still try harder, speak louder, speak more. How’s that working?

Do less, not more. Sounds pretty “Zen,” doesn’t it? But guess what? It works. First of all, in a group setting, doing less simplifies and removes noise rather than adding to it. It allows us to listen for space, for quiet in which to speak, even if only for a word or two. And when we’re front and center, our voice is permitted to carry fewer but more meaningful words – we can better hear and project our own intentions for the message.

Think about it for a minute. As a parent, if I’m constantly yelling, always speaking louder in competition with a child, what message comes across? The child hears a meaningless, indistinct garble. Is that what I want for my family? Is that what I want for the people I count on for results at work? Do less, not more.

About the Author

Don Brown

Don Brown is the developer of ‘The Leader’s Daily’ and co-author of “Bring Out the Best in Every Employee” (2012 McGraw-Hill), “What Got You Here Won’t Get You There – in Sales” (2011 McGraw-Hill) and “Situational Service® - Customer Care for the Practitioner.”

Don has spent 30 years ‘helping people with people’ for the likes of Anheuser-Busch, Ford Motor Company, United Airlines, Harley-Davidson Motor Company, Jaguar Cars, SYKES, and Hilton Hotels. You can email him at

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