By Jay ShahFiller words are quietly costing your reps deals. Every “um,” “uh,” and “you know” chips away at how competent and trustworthy you sound, and buyers register it even when they don’t consciously notice. Here’s what the research actually says, and how to cut them.
The short version
- Filler words measurably lower how competent and credible you seem.
- A listener’s brain reads excessive fillers as a subtle uncertainty signal.
- You can’t think your way out of them. You cut them by hearing yourself and practicing.
- Silence beats filler. A pause reads as confident. “Um” reads as unsure.
Do filler words actually matter?
Yes, and it’s measurable. A Cal Poly study found that the more filler words a speaker used, the lower they were rated on professional credibility, personal credibility, and communication competence (Gikas and Sutcliffe). It even influences hiring judgments. There’s a neurological piece too: when listeners hear excessive fillers, the brain registers a faint uncertainty signal, priming them to trust clear, fluent speech more than hesitant speech (Forbes). A few fillers are human and fine. A steady stream of them undercuts you.
Why reps use them, and why willpower doesn’t work
Fillers are what your mouth does while your brain catches up. They buy time when you’re not sure what comes next. That’s why “just stop saying um” never works. The fix isn’t willpower, it’s two things: knowing your material well enough that you’re not scrambling, and getting comfortable letting a silence sit while you think.
How to cut filler words
- Record yourself. You use far more than you think. You can’t fix what you can’t hear.
- Replace the filler with a pause. A beat of silence sounds thoughtful. “Um” sounds nervous. Same thinking time, opposite impression.
- Slow down. Most fillers come from rushing. Talk slightly slower than feels natural.
- Over-practice the high-stakes moments. The opener, the pricing conversation, the objection you always fumble. When the words are automatic, the fillers disappear.
Want to hear your own filler words? Use TrackPoint
TrackPoint flags filler words, pace, and clarity automatically when reps practice a conversation, so they can hear the pattern and fix it before a real call. They run it in private, as many times as they need. Reps are usually shocked at their own count the first time, and it drops fast once they can see it.
Frequently Asked Questions
Are filler words really that bad?
In moderation they’re normal and even relatable. In excess they measurably lower how competent and credible you seem, which matters a lot in a sales conversation or a presentation where trust is the whole game.
How do you stop saying “um” and “uh”?
Replace them with silence, slow down, and over-practice your key moments so you’re not searching for words. Recording yourself is the fastest way to notice the habit in the first place.
Do buyers actually notice filler words?
Often subconsciously. They may not count your “ums,” but they walk away feeling you were less sure of yourself, and that feeling costs trust.
Confidence is mostly the absence of hesitation, and hesitation is trainable. Talk to our team to see how your reps can hear and cut their filler words, or start free and try it yourself.
