In my recent Time Tested Mastery: Life Lessons Sell podcast, I had the privilege of sitting down with Robert Heath Sr.—decorated U.S. Marine Corps officer, JD, MBA, educator, author, and leadership expert. Our conversation unpacked one of the most critical skills for salespeople, leaders, and frankly—every human being: courageous communication.
Three Barriers to Courageous Communication
Robert highlighted three barriers that consistently derail communication:
- Inadequate Language
Too often, we lack the words—or the clarity—to properly express ourselves. This gap creates frustration, misinterpretation, and missed opportunities. In sales, the wrong words can cost you trust, relationships, and deals. - The Hijacked Amygdala
When we face difficulty or feel misunderstood, our brain’s amygdala can trigger the fight-or-flight response. Instead of listening and responding with clarity, we react with defensiveness or withdrawal. This is deadly to trust and connection. - Bias and Assumptions
Every conversation carries baggage. The assumptions we make about others (and the assumptions they make about us) can short-circuit even the best intentions. Bias blinds us from hearing what’s really being said.
Why This Matters in Sales and Life
Albert Mehrabian’s research reminds us that communication isn’t just about words:
- 7% is the words we use.
- 38% is the tone, pace, and sound of our voice.
- 55% is our body language, facial expressions, and presence.
Think about that. Even if you “say the right thing,” 93% of how you communicate is everything else. That means courageous communication is more than choosing the right script—it’s about mastering how you show up, sound, and connect.
When you combine Robert’s insight on the barriers with the science of how communication is received, one truth emerges: salespeople—and all people—must train, practice, and refine their communication skills if they want extraordinary results.
Listen to the Full Conversation
We went deep into these lessons on the podcast. I invite you to listen to the full episode of Time Tested Mastery: Life Lessons Sell with Robert Heath Sr.:
???? Listen here on Apple Podcasts
Call to Action
Communication is the foundation of sales, leadership, and life. If you’re ready to break through the barriers, build trust, and elevate your impact, let me help.
???? Reach out at TimeTestedMastery.com or connect with me directly. I’d love to hear how I can support you in mastering your personal and sales communication.
To Your Growth and Mastery,
Mark Dolan
Founder, Time Tested Mastery