Shorter is Better: How to Say a Lot in a Little

"Want people to listen? Learn to say a lot in a little." - Sam Horn

Our career success depends on many things - perhaps most importantly - our ability to speak clearly, concisely and confidently so we connect with customers and coworkers.

Richard Branson says, "Time is the new money."

In today's busy workplace, time is the new trust."

The clock starts ticking the second we start talking.

People have a lot competing for their attention.

Whether or not they choose to give us theirs depends on whether we say a lot in a little.

Here are a few ways to do that.

Sam Horn's 4 Step Process for Communicating Clearly, Concisely, Compellingly

1.?Anticipate why people might not be interested and voice it in one sentence. If you are going to make a request or recommendation and people aren't interested, they won't be listening, they'll be waiting for you to stop talking so they can tell you why this won't work. Figure out what they're REALLY thinking about - their doubts and concerns - and address it up front. What's top of mind for them??What are their worries? Why might they say NO?

2.?Say, “I can only imagine …” Don’t say ‘I know you’re thinking...” That’s presumptuous.?By saying, “You might be thinking" or I can only imagine” (and filling in the blank with what you anticipate might be on their mind), they'll feel seen and understood and be motivated to give you a chance. For example, "You might be thinking we tried this before and it didn't work. You're right, and that's why I've identified three things we did wrong last time and how we can prevent them from happening this time."

3. Bridge with the word AND vs. BUT. The word BUT cancels what was said before it. The word AND acknowledges what's been said instead of arguing with it. The word but causes so many unnecessary conflicts because it pits people side against side. And puts people on the same side. Instead of saying "I know you're meeting in ten minutes BUT..." say, "I know you've got a meeting in ten minutes, AND may I ask one quick question?"

4. Ask for and take LESS time than expected.?If you don't address time up front, people will be preoccupied because they're thinking, "How long with this take?!" If you say, "I know you're headed to the airport in an hour, and may I have five minutes of your time to get clarity on how to proceed with this project to make sure I get it right?" they are more likely to say YES because they have clarity instead of confusion about what you're asking.

Want an example?

An engineer told me he was going to meet with his executive board to recommend they switch vendors and partner with a different company. I asked, "How long do you have?"

Eric told me, “One hour.”

I said, “Eric, you really don’t have an hour.?They'll be silently resenting you for 'taking so long,' and resentful people don't say YES. What do you anticipate they'll be thinking?"

“That this is going to cost a lot, take time, and the current vendor is doing an okay job.’"?

“Right. That's why it smart to start with, ‘I know we have an hour scheduled, and I know you have a lot on you plate, so I’ve distilled why partnering with a new vendor will save money for our company into ten minutes. If you'd like to continue after that, I welcome it. If not, you’ll have the in facts and we can revisit at our next meting.’”

Eric pushed back with, “But I can't explain all this in ten minutes.”

I told him, “Here's the thing. If you take longer than ten minutes, the board won't be listening anyway. They'll be impatient because you're keeping them from other priorities.

Amy Poehler says, ‘I get a little itchy if I don’t have some kind of control.’

In today's short-attention span world, everyone gets itchy if they're don't have some control.

The sooner you stop talking, the sooner they can start talking. If they're asking questions, they're focusing on what matters to them. They'll be happier because they're in charge and asking what they want/need to know instead of being forced to listen to a long pitch.”

Remember, your career success depends on your communication skills.

Get known for speaking clearly, concisely, compellingly and saying a LOT in a LITTLE,

People are more likely to give you their ears because they know it'll be worth it.

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Want more ways to say a lot in a little? Check out Sam's Tongue Fu! training series.