One of the markers of good public speaking is to avoid 'ums' & 'erms' we are told. Filler words distract the listener from your message and make your communication less effective.
In practice however, the research below using call analyzing software by Gong.io, suggests that in one-to-one communications people "seem to be fairly blind to them" - and there is little or no correlation between use of the filler words and the sales outcome.
Maybe its time to worry a little more about what you say, not how you say it.
First, we analyzed by grouping the salespeople involved into low, mid, and high performers. Do top performing reps use filler words less frequently than mid or low performing reps?Nope. There were no statistically significant differences in the frequency or types of filler words used among the groups. Next, we looked at sales outcomes, regardless of who produced those outcomes. Same thing. Filler words had no impact on call or deal success.