One of the hardest communication habits to master—especially for smart, high-achieving professionals—is the art of saying less.
Why? Because deep down, we all want to prove we know what we’re talking about. Even when we have the credentials, the experience, the track record… we still feel the pressure to pack in “just one more point” to make our case.
Sound familiar?
You’re not alone. We’ve been coaching executives for over 35+ years, and I still catch myself doing it. Fun fact: the first draft of Seeing Yourself as Others Do was 724 pages. The final book? 198 pages.
Here’s what we know: more isn’t better. Better is better. Three is better.
In fact, researcher Barry Schwartz found that too much choice can hurt results. When shoppers were offered 24 types of jam, they sampled more, but bought less. With only 6 options, people purchased far more. Too many options overwhelm. The same principle applies when you speak.
So if you’re cramming 10 pounds of brilliance into a 5-pound bag, try these three strategies to tighten up and stand out:
1. Trust that you won’t run out of things to say.
Shorter does sound smarter. Leave space. Pause. You won’t run dry—you’ll only sound more confident.
2. Accept that you’re here for a reason.
You’re in the room because people need what you bring. Let that sink in. Preparation becomes much easier when you’re not trying to “earn” your right to speak whenever you open your mouth.
3. Make it about them, not you.
The more you engage your audience, the more your message will resonate. Invite questions, create dialogue, and let the room breathe. Communication is a two-way street, and some of the best moments happen when you stop talking.
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