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What Is Figurative Language? Pep Up Your Speech With These 8 Examples

“Clickity clack! I’m typing, fast as the wind. If I don’t finish these today, I’ll be up a creek without a paddle!”

Often, when composing cover letters or business emails , we find ourselves in search of words or phrases to give our writing - or speeches - a bit of pep. We rummage through the thesaurus, forage the corners of our minds, on the hunt for ways to heighten the imagery of our text and increase its emotional impact. 

That is where figurative language flies to the rescue.

What is figurative language?

Figurative language is phrasing that goes beyond the literal meaning of words to get a message or point across. It’s the use of figures of speech, such as metaphors, similes, and allusions, to be more effective, persuasive, and impactful. Figurative language heightens the impact of a given statement, by conjuring images outside of the immediate confines of the text, to elicit a sensation. Metaphors might arguably be the most well-known form of figurative language. “Fish out of water,” “beat a dead horse,” and “apple of my eye,” are all commonly used metaphors.

Figures of speech also include sound-based devices, such as alliteration and onomatopoeia, that use the way words sound to conjure images and associations with experiences. 

In fact, there are several forms of figurative language. Let's take a look at a few of them and some illustrative examples.

8 Figurative language examples 

“He was wily as a fox”

A simile is a figure of speech that draws comparison between two separate concepts, using a clear connecting word such as “like” or “as.”  In the above, a man is described as being wily, meaning to possess cunning, craftiness, and shrewdness. As this is a quality usually associated with a fox, the simile draws a comparison between the man and a fox to highlight this particular trait of his.

“I slept like a log”

“Dumb as a rock”

“Sharp as a tack”

2. Metaphor

“He’s a dull blade”

A metaphor applies a word or phrase to a person or thing that isn’t meant literally, but rather to make a comparison. The intent is to associate that person or thing with an idea that elicits an image that would otherwise not be suitable for that person or thing but is better at describing the desired sensation. In the above, a person is described as dull, which can mean boring, but in this instance, more likely means unintelligent or obtuse. A dull blade is a particularly acute metaphor because a blade that is dull is not only the opposite of what you expect a blade to be, but it is also rather useless.  So, instead of just calling him dull, the metaphor elicits the image of an unsharp blade to help visualize the severity and impact of his dullness.

A metaphor is like a simile, but without connecting words. 

“He was a wily fox”

“She cried a river of tears”

“She’s a raging tiger”

3. Implied metaphor

“She lured him into her web”

Metaphors can come in a few different forms. In the implied metaphor, the object of comparison is merely implied rather than directly referenced. For instance, the phrase, “He barked commands at the team,” implies a comparison to an angry dog. “He brayed his refusal to leave,” implies a comparison to a stubborn mule. Here, the image of a spider, building a sticky web and luring her dinner into it, is conjured to describe a woman drawing a man into a trap with ill intent.

“He slithered through the crowd”

“She galloped after the bus”

“He dove head-first into the relationship

4. Personification

“The wind howled”

Personification is where human qualities are projected onto inanimate objects, animals, natural elements, or even abstract notions, as in “The sun invited us outside.” In the above, the wind is described as making a horrifying sound or howling , which is to cry out loudly and without restraint in pain or grief. This way, you can imagine the wind as someone crying out in pain.

“The words leaped off the page” 

“Time marches on”

“The cat grinned”

5. Hyperbole

“I have a million things to do today”

Hyperbole is extravagant, intentional, overt exaggeration used to emphasize an emotion or description. Sometimes hyperbole also uses simile and allusion. No human actually has a million things on a one-day to-do list. That’s obviously impossible. And that’s the keyword: “obvious”. The overt nature of the exaggeration is what lends the hyperbole its power; you obviously don’t have a million things to do, but the size of your to-do list might feel insurmountable.

“I am starving to death”

“This guy is taller than a giraffe”

“You’re so loud, the whole city can hear you”

6. Allusion

“Go down a rabbit hole”

Allusion is when a text references another external text - or even a person, place, or event. It can be either explicit or implicit. Here, the well-worn phrase “to go down the rabbit hole” is actually a reference to Lewis Carroll’s novel Alice in Wonderland. It alludes to Alice’s literal journey into a rabbit hole and her metaphorical journey into an unknown world that leads to twists and turns and never-ending discoveries. The saying now refers to “a complexly bizarre situation in which the pursuit of something (such as an answer or solution) leads to other questions, problems, or pursuits”

“In the ninth level of hell”

"Chocolate cake is my Achilles heel" 

“Well, Einstein, any bright ideas?” 

“Toe the line”

An idiom is a non-literal turn of phrase, so common that most people know them. It is a phrase or expression that typically presents a figurative, non-literal meaning attached to the phrase. Some phrases become figurative idioms while retaining the literal meaning of the phrase. In other words, an idiom is a phrase that, when taken as a whole, has a meaning you wouldn't be able to deduce from the meanings of the individual words. The origin of the above phrase “toe the line,” is somewhat disputed, but its most likely origin goes back to the wooden decked ships of the Royal Navy during the 17th century. Barefooted seamen had to line up for inspection on deck, lining up their toes along the seams of the wooden planks, hence to "toe the line". Now it is an idiom meaning to conform rigorously to a rule or standard

“Hit the hay”

“Stabbed in the back”

“Blow off steam”

8. Alliteration

“Krispie Kreme Crumble Cake”

Although it doesn’t use figures of speech, many consider alliteration to also be figurative language. Alliteration is a sound device that layers additional meaning and sensation on top of the language of the text. This device is about building a series of words that start with the same letter sound. “Wicked witch” or “from forth the fatal loins of these two foes.” This can help to elicit a feeling or image from the text, simply through word choice. Alliteration can also make phrases more memorable. That’s why you can find them in Movie and TV titles - Big Brother, Breaking Bad, Wonder Woman - and ad slogans - “Don't dream it. Drive it.” (Jaguar),

“Intel Inside” (Intel), “You'll never put a better bit of butter on your knife.” (Country Life Butter), and “Maybe it’s Maybelline”. 

Wiley Willie wandered westward

Peter Piper picked a peck of pickled peppers

Paula planted the pretty pink poppies in the pot

How do you use figurative language in business writing?

In business, we often hear that direct, plain language is best, to avoid confusion. Certainly, in international dealings, for example, idioms can lead to serious misunderstandings. But, simply because you’re writing in a business setting, doesn’t mean that your writing has to be as dull as an old blade.

Figurative language in your blogs, emails, and pitches can be an effective and compelling tool to inspire clients, excite colleagues, and just keep readers engaged. Sometimes plain language isn’t enough to convey a message or the scope of an idea. That’s when more vivid imagery can help readers to understand the breadth of the point you’re trying to get across. Using figurative language is a great technique to help your readers to form images in their minds. It can help you bring out emotions and help turn abstract ideas into tangible concepts. 

For more tips on career development, check out our blogs. Or, if you’re looking for experts with knowledge of figurative language to help pep up your cover letter, let our expert writers at ZipJob lend a hand.  

Extended reading:

Interpersonal Skills Can Give You the Competitive Career Advantage You Need | ZipJob

Communication Skills on a Resume (Examples + Tips) | ZipJob

Are Resume Writing Services Worth It? | ZipJob

Robert Lyons, Freelance Writer

As a freelance writer, Robert has covered technology, travel, arts, the entertainment industry, and career development. Originally from the Midwest, he has lived in L.A. and Berlin but now is based in New York.

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How to Deliver a Pep Talk That’s Actually Motivating

You know what’s kind of annoying? When you’re trying to psych someone up for something they’re about to face — a job interview, say, or meeting their significant other’s parents for the first time — and rather than accept and absorb your encouragement, they keep poking holes in it.

I know this because I do it all the time, and friends and family alike have informed me, with varying degrees of gentleness, that it is indeed kind of annoying. Still, so many of the lines we typically use in our pep talks feel more like platitudes than actual sources of motivation:

“You’ve got this!” Okay, but how do you know ? You don’t. We both know you don’t.

“Sure I do! I love you. I’m rooting for you.” I mean — I’d be kind of offended if you weren’t. And I appreciate the rooting, but unless you have powers I’m unaware of, it’s not going to have any meaningful effect.

“Seriously, they’re going to love you.” Nope. I irrationally dislike a ton of people for stupid reasons. Who’s to say the person you’re trying to impress won’t decide to hate you based on, I don’t know, your shoes? Or your clumsy attempt at a joke?

In other words, even the most well-intended pep talks can pretty easily fall flat. But a study recently published in the Journal of Experimental Psychology: Human Perception and Performance highlighted one way to make sure they don’t: by emphasizing the pep-talk recipient’s personal agency. An “autonomy supportive” approach, the study authors noted, helped participants feel like they were under less pressure and that they had more choices in the situation in question. It also fostered a greater sense of closeness with the speaker, making them more invested in what was being said.

It’s a concept known to motivation researchers as self-determination theory — the idea that you’ll be more motivated when you feel your fate is in your own hands. It makes sense: We most need encouragement when we feel we’re up against circumstances out of our control. No one does well with uncertainty ; it’s stressful, sometimes scary, and utterly natural to feel powerless in the face of ambiguity.

The antidote, then, may be breaking a situation down into smaller chunks and zeroing in on the ones you can do something about. “You’ve got this,” while dripping with pump-up optimism, is not a line that accomplishes that. Instead, try something like: “Your talking point about that thing on your résumé are so well-rehearsed!” Or maybe: “You’ve prepped so many good questions to ask his mom about, it’ll be easy to keep the conversation going.” They’re not the flashiest compliments, but they’re grounded ones. They’re based in facts. They’re steadying. And for someone awash in a sea of nerves, it’s a relief to have something to grab on to.

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Definitions and idiom definitions from Dictionary.com Unabridged, based on the Random House Unabridged Dictionary, © Random House, Inc. 2023

Idioms from The American Heritage® Idioms Dictionary copyright © 2002, 2001, 1995 by Houghton Mifflin Harcourt Publishing Company. Published by Houghton Mifflin Harcourt Publishing Company.

Meaning | Synonyms

• a motivational speech
• a speech intended to make someone feel more courageous or enthusiastic
• an influential talk
• a short conversation to build high spirits

Example Sentences

• Last night, I met Sara for a pep talk because I had my interview the very next day.
• I was supposed to meet my counselor for a pep talk .
• The principal gave the students a pep talk this morning, in the assembly, to boost up their confidence.
• Alex is confused – I think he needs a pep talk .
• The coach was supposed to give us a final pep talk before the beginning of the match.
• I guess you need a pep talk to finish the work.
• Suzy seemed fully energized today; she had a pep talk before the examination.

It is to be believed that the word “pep” came from “pepper.” It is used in the sense of personal energy or spirit since about 1847. A pep talk is aimed at energizing people and it came in about 1926. The earliest use of the phrase “pep talk” was found in “The Mansfield News.”

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What Is A Pep Talk? Does It Really Help?

It’s the beginning of a new week at work and your coworker is feeling unmotivated. As a supportive and empathetic…

It’s the beginning of a new week at work and your coworker is feeling unmotivated. As a supportive and empathetic peer, you’re likely to give a pep talk. The meaning of a pep talk is often attributed to coaches motivating their players in a locker room. But there’s more to it.

Things don’t always go as planned. Life throws various kinds of surprises and curveballs that we aren’t prepared for. We often feel anxious, unmotivated and hesitant in addition to experiencing other types of negative emotions. A pep talk helps you shake yourself from any self-doubt and look at the other side.

So, What Is A Pep Talk?

Why give yourself a pep talk.

At its simplest, a pep talk is a short and emotional speech that has the power to influence the audience. The underlying objective is to arouse enthusiasm and motivate them to step outside their comfort zone and feel confident. Think about all the times when you helped a friend calm down before a job interview or make someone feel comfortable at a party. These are some everyday examples of a pep talk—indicative of how often we engage in one.

Additionally, pep talks become essential in business environments as life can become monotonous and lack of motivation can increase the chances of burnout . Moreover, if employee morale is low, it will affect an organization’s overall productivity and efficiency. As a team leader or manager, you shoulder the additional responsibility of guiding and supporting your team. Here’s how you can give an impactful pep talk to employees and provide them with the much-needed mood booster.

Listen More, Speak Less

Practice an open-door policy and show your team that you’re approachable. Once there is trust and transparency, encourage them to talk about their problems. Listen actively and help them confide in you comfortably.

Start Suggesting

A great way to display empathy is by responding to what the speaker has to say. Make sure that you steer clear from unsolicited advice. Instead, try suggesting alternatives that are practical and doable. For example, “have you thought about taking a break” instead of “you should take a break immediately!”.

Remind Them Of The Positives

Life is a balance of bright and dull moments. Sometimes, even the smallest things can bring joy to our lives. If someone feels low, remind them of the good times. Communicate that it’s not the end of everything and there is room for change and improvement. Help them be thankful for the good things in life.

Why Give Yourself A Pep Talk?

We often think of others when it comes to giving pep talks but have you ever looked at the mirror and amped yourself up? As self-care becomes increasingly important for our daily functioning, it’s about time you engage in a self pep talk. ( sflix.video ) Here are several strategies that’ll teach you how to give a pep talk to your ‘self’.

Practice Positive Talk

Positive self pep talk is a fantastic way to strengthen your mind and improve your self-esteem . You can start by considering these statements

Today, I’m thankful for…

One of my biggest strengths is …

Although…didn’t work out, I’ll learn to move on

We often get sidetracked from our goals and long-term vision because we forget what we hoped to achieve. It’s important to create reminders that’ll help you stay on track. Use to-do lists or excel sheets to write down your passions and goals and keep checking them every now and then. Revise your milestones if needed.

Treat Yourself

We’re quick to be hard on ourselves but rarely cut ourselves slack. Self-criticism can demotivate you to a great extent and it’s crucial that you reward yourself when you can. Celebrate even the smallest wins (e.g., by treating yourself to an ice-cream) and literally give yourself a pat on your back.

It isn’t easy to avoid negativity and navigate through recurring setbacks in life. Especially with the lockdown and restrictions, things don’t spark as much joy. It’s important to keep reminding yourself that there’s light at the end of the tunnel. It can be as simple as waking up in the morning and saying “you got this” in front of a mirror.

Harappa Education’s  Leading Self course will teach you how to overcome challenges effectively. You’ll discover the best version of yourself by overcoming limiting beliefs and self-doubt. You’ll step outside your comfort zone and develop a growth mindset, eager to learn from setbacks and move on. The act of self pep talk starts with discovering yourself! Learn more to be more!

Explore topics such as What is  Self-Motivation , How to Develop  Self-Awareness , How to Improve  Self-Management  & Guide to  Personal SWOT Analysis  from Harappa Diaries to become the best version of yourself.

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The Science of Pep Talks

• Daniel McGinn

To fire up your team, draw on a research-proven, three-part formula.

The ability to deliver an energizing pep talk is a prerequisite for any business leader. But few managers receive formal training in how to give one. Instead, they learn mostly by emulating inspirational bosses, coaches, or even fictional characters.

However, research shows there is a science to psyching people up for better performance. According to motivating language theory, most winning formulas include three key elements: direction giving, or describing precisely how to do the task at hand; expressions of empathy, or concern for the performer; and meaning-making language, which explains why the task is important.

All the evidence suggests that, once leaders understand these three elements, they can learn to use them more skillfully.

Erica Galos Alioto stands in front of 650 sales reps in the New York office of Yelp, the online review company, wearing a pair of shiny gold pants that she calls her lucky LDOM pants. LDOM is Yelp’s acronym for “last day of the month,” and for Alioto, senior vice president for local sales, it means giving a speech that will motivate her sales force to cold-call 70 potential customers each and close deals before the accountants finalize that month’s books.

• Daniel McGinn is an executive editor at HBR, and the author of Psyched Up: How the Science of Mental Preparation Can Help You Succeed (Portfolio, 2017). Follow him on Twitter @danmcginn .

Partner Center

• Dec 1, 2020

Art of the Pep Talk: A Leader Communication that Inspires

Updated: Jul 19, 2023

by Stephanie Bickel

What is the art of the pep talk? A good leader communication motivates. An effective pep talk inspires, spurring not fear but empowerment. Ensuring completed work is not enough. Putting on a happy face and a positive spin may backfire if it is perceived as fake or ignoring reality. How does one motivate without inducing anxiety? How does one instill positive energy without eliciting eye-rolls?

Audiences and situations vary, but you can master the art of the pep talk using these leadership communication skills.

1. Pain Point

You have a situation on your hands. If you didn’t, a pep talk wouldn’t be necessary. Do not sugar coat it. Start out by keeping it real and focus on your audience. It’s not about your pain, the company’s pain, or anyone but your audience’s pain that we need to address. What problems are affecting your team? What is the team’s pain? Why is it hard for them? Name it, describe it, briefly, and with empathy.

“I know morale is down after that round of layoffs. You now need to do more with less and you miss your colleagues.”

"Last week was hard. I know you all put in extra hours and are sleep deprived.”

After empathy, get straight to the solution. Let them know what they need to do immediately. Whether they need time to get used to the idea or simply need fear of the unknown alleviated, give them their direction next.

“We need to do the hard work, and be open and patient with one another as we adjust”

“We need to be strong—strong for each other, strong for our teams”

Values carry us through difficulty. When situations are chaotic, values give us clarity. When opposition is daunting, values provide courage. Use language related to values to help meet the team’s fears, doubts, and discouragement. “Remain disciplined. There is one trait that makes the difference between good and great. That trait is discipline. Discipline makes champions. We are not average. It is this sacrifice and push through the pain that yields the growth that will pave our future. We play to win. Our peers and competition will not be able to do it. “

“We are steadfast in our integrity. We do the right thing even when no one is watching – even when the media does not notice. We know who we are as leaders and as Company ABC”

Open up to your team— not about your situation, but about how you feel about theirs. Show them that you care. What are your feelings? Be transparent, and show your process to right action.

“The reward is going to be great and crystal clear. I am so excited for us.”

“Your loyalty and compassion for our people is commendable. I am so proud of how you are leading and will lead your teams out of this shadow. “

“I feel a surge in openness. We learned there are more sides to this than expected, and we need the fullness of that group to continue being as engaged and open with each other. They trust us a great deal to share their perspectives freely like that.”

Think of beliefs as faith. In what do you have faith in the moment? In what can your team believe? Relate the belief back to the value. What will carry the team forward? What will instill courage, hardiness, and calm as they meet opposition?

“No one can do this better than we can. We don’t need external support. It is all within us.”

“We are going to be leaders during this pandemic. We are not going to wait around for the world to tell us who we are. We are leaving a legacy around us every day with how we behave with our teams.”

Put it all together

1. Pain: “That client meeting was rough; they are a tough crowd.”

2. Action: “We need to take a few days to get some space, research, and think of a new strategy.

3. Value: “How we define success is the only thing that matters. Success is finding the best answer within our constraints. We must accept the possibility that there is a better answer and increase our desire to find that.”

4. Emotion: “I feel a surge in openness. We learned there are more sides to this than expected, and we need the fullness of that group to continue being as engaged and open with each other. They trust us a great deal to share their perspectives freely like that.”

5. Belief: “We are the perfect team to unify this group and empower them to lead the effort forward.”

Strong leadership and communication skills are essential to bring your teams through difficult times. Begin with honesty, and empathy. Provide the answer, the direction, the clear action. Strengthen resolve with values. Connect with your audience by being transparent with your own feelings and process. Then give them a belief to guide them in their process.

Craft your pep talk so that it is artful, leading colleagues to collaboration and cooperation. Adapt this leader communication formula to your situation and watch your teams rise to their challenges.

__________________________________________________________________________________

Speak by Design University creates great leaders. It’s the only leadership communication program in the world that gives you access to self-paced learning, group coaching and training and, most importantly, private one-on-one coaching. Learn more and register .

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Team Building and Teamwork

The Science of Pep Talks and Understanding the Successful Three-Part Formula

Daniel McGinn | Harvard Business Review

September 26, 2017

Research suggests that leaders can more skillfully fire up their teams by mastering the elements and learning when to use them.

Research suggests leaders can more skillfully fire up teams by mastering three elements – direction-giving, empathy and meaning-making – and learning when to use them.

Erica Galos Alioto stands in front of 650 sales reps in the New York office of Yelp, the online review company, wearing a pair of shiny gold pants that she calls her lucky LDOM pants. LDOM is Yelp’s acronym for “last day of the month,” and for Alioto, at the time Yelp’s senior vice president for local sales, it means giving a speech that will motivate her sales force to cold-call 70 potential customers each and close deals before the accountants finalize that month’s books.

She speaks for 20 minutes, extolling the group for being Yelp’s top sales producer. She namechecks the best performers on the team and suggests ways for everyone else to adopt the same mentality. She tells stories. She asks questions.

“This office is currently $1.5 million away from target this month. ... have an action plan here. Are we going to execute?” There’s moderate applause. She asks again, in a louder voice: “Are we going to execute?” Big applause.

Alioto has worked hard to perfect these speeches because she knows her success depends on them. Indeed, the ability to deliver an energizing pep talk that spurs employees to better performance is a prerequisite for any business leader. And yet few managers receive formal training in how to do it. Instead, they learn mostly from mimicry — emulating inspirational bosses, coaches they had in school, or even characters from films such as Glengarry Glen Ross and The Wolf of Wall Street . Some people lean on executive coaches for help, but often the advice rests on the coaches’ personal experience, not research.

There is, however, a science to motivating people in this way. To better understand the various tools that help people get psyched up in the moments before important performances, I talked extensively with academics and practitioners in business and a variety of other fields. I discovered that while every individual has his or her own tips and tricks, according to the science, most winning formulas include three key elements: direction-giving, expressions of empathy, and meaning- making. The most extensive research in this field — dubbed motivating language theory, or MLT — comes from Jacqueline and Milton Mayfield, a husband-and-wife team at Texas A&M International University who have studied its applications in the corporate world for nearly three decades. Their findings are backed by studies from sports psychologists and military historians. And all the evidence suggests that once leaders understand these three elements, they can learn to use them more skillfully.

THREE ELEMENTS, CAREFULLY BALANCED

The Mayfields describe direction-giving as the use of “uncertainty-reducing language.” This is when leaders provide information about precisely how to do the task at hand by, for example, giving easily understandable instructions, good definitions of tasks, and detail on how performance will be evaluated.

“Empathetic language” shows concern for the performer as a human being. It can include praise, encouragement, gratitude and acknowledgment of a task’s difficulty. Phrases like “How are we all doing?” “I know this is a challenge, but I trust you can do it,” and “Your well-being is one of my top priorities” all fit into this category.

“Meaning-making language” explains why a task is important. This involves linking the organization’s purpose or mission to listeners’ goals. Often, meaning-making language includes the use of stories — about people who’ve worked hard or succeeded in the company, or about how the work has made a real difference in the lives of customers or the community.

A good pep talk — whether delivered to one person or many — should include all three elements, but the right mix will depend on the context and the audience. Experienced workers who are doing a familiar task may not require much direction. Followers who are already tightly bonded with a leader may require less empathetic language. Meaning-making is useful in most situations, but may need less emphasis if the end goals of the work are obvious.

For example, the Mayfields studied the CEO of a California pharmaceutical start-up focused on drugs to alleviate heart disease and amyotrophic lateral sclerosis. Many of the company’s employees have lost loved ones to these ailments, so they bring an unusual sense of purpose to their work. As a result, at all-hands meetings, the CEO can easily make statements like this: “I know everybody here wants to help save lives and make people’s lives better. That’s what our work is all about.”

In contrast, the supervisor of a fast-food restaurant speaking to part-time teenage employees will need to work harder to incorporate all three elements of motivating language theory into his chats with staff, but he can’t rely solely on direction-giving. Milton Mayfield suggests empathetic lines: “I know this work is difficult; you go home every night smelling of grease, and you’re working so late that you’re up until midnight finishing your homework.” Or, to creatively link labor to purpose, the supervisor might say: “Our goal as a company isn’t just to provide people with fast, satisfying meals; it’s also to provide good, stable jobs so that employees like you have money to help your families, to save for college or to enjoy yourselves when you’re not at work. The more you help this restaurant meet its goals, the better we’ll be able to continue doing that.” According to the Mayfields’ research, meaning-making is almost always the most difficult of the three elements to deliver.

Research from other fields offers additional insight into what gives the best pep talks their power. Tiffanye Vargas, a sports psychology professor at California State University at Long Beach, has published a half-dozen lab and field studies exploring which types of speeches best motivate athletes in different situations, some of which may also be applicable to business contexts. Her research suggests that across a variety of sports, coaches’ pregame remarks do matter: 90 percent of players say they enjoy listening, and 65 percent say the speeches affect the way they play.

She’s found that people prefer an information-rich (uncertainty-reducing) speech if they’re playing an unknown opponent or a team to which they’ve narrowly lost in the past. (For example: “We’re going to beat this team with tough man-to-man coverage. Joe, your job is to neutralize that shooting guard; Jimmy, you box out that star rebounder on every play.”)

If a team is an underdog or playing in a high-stakes game, a more emotional pep talk (with more empathetic and meaning-making language) is more effective. (For example: “We’ve exceeded all expectations in this tournament. No one expects us to win. But I expect you to win. I know you can win. You have to win. For your teammates, for the fans — because you deserve this victory.”)

Military speeches also tend to use the three elements of MLT in varying proportions, even if the terminology is different. When Keith Yellin, a former officer in the U.S. Marine Corps and the author of Battle Exhortation: The Rhetoric of Combat Leadership , analyzed precombat speeches dating back to the ancient Greeks and Romans (including literary accounts, such as the “Once more unto the breach” oratory in Shakespeare’s Henry V ), he found 23 “common topics” that generals call on.

These include language that qualifies as direction-giving (“Follow the plan”), but most of the themes appeal to soldiers’ reason (by comparing their superior army to opponents’ weaker forces) or emotions (by saying God is on their side or by highlighting the evilness of the enemy). Since the soldiers are about to risk their lives, it makes sense that a commander would focus on the larger purpose of the battle and why the risk is worthwhile.

At the same time, Yellin acknowledges that precombat oratory is less common today than in earlier wars, and its balance of elements has shifted. That’s partly because today’s armies are stealthy (limiting opportunities for speeches), but it’s also because they’re now more professionalized, made up mostly of career soldiers who voluntarily enlisted, rather than civilian soldiers or draftees. While new recruits might still benefit from rah-rah pep talks, seasoned soldiers already know their purpose and don’t need as much empathy.

Stanley McChrystal, the retired four-star general who oversaw special operations in Iraq and Afghanistan, echoes this view. “If you went out with Delta Force or the Rangers or the SEALs in this last war, we were fighting every night,” he says. “Stuff is happening so fast, they’re all business.”

Earlier in his career, however, when he was leading younger soldiers, he relied more on emotion and meaning: “During the last 30 minutes or so [ before a mission ] , it was more about building the confidence and the commitment to each other.” He says he tended to start with direction-giving (“Here’s what I’m asking you to do”) but quickly shifted to meaning-making (“Here’s why it’s important”) and empathy (“Here’s why I know you can do it” and “Think about what you’ve done together before”), and then ended with a recap (“Now let’s go and do it”).

The upshot of all this research and anecdotal evidence is that leaders in any context need to understand each element of motivating language theory and be conscious of emphasizing the right one at the right time.

PUTTING THEORY INTO PRACTICE

Alioto, who recently left Yelp to become a freelance business adviser, had never studied the Mayfields’ work, but she seems to have adopted the framework on her own. She leads with empathy — on this day thanking the entire team for its hard work, singling out people or small teams who’ve been crushing it, and emphasizing that if one salesperson can put up spectacular numbers, all the reps are capable of it, since they have similar skills and training.

After reading a transcript of her talk, the Mayfields point to this line in particular: “No matter what’s happened to you up to this point in the month, you can make it a successful day.” Then she shifts to direction-giving, offering insight on a basic informational concept — often dealing with having the right mindset or a commitment to act. For example, she tells the reps to write one goal for the day on a Post-it and stick it on their computer.

Alioto ends with meaning-making — an emotional rallying cry that connects LDOM to a bigger goal and leaves the group energized: “Every time you win the heart and mind of a business owner, you’re not only helping yourself — you’re helping your team, you’re helping your office, you’re helping your company, and you’re helping Yelp get where it wants to be.”

The Mayfields note that she could have gone a step further by connecting sales reps’ work to how Yelp improves end users’ lives by giving them access to recommendations and reviews of restaurants and other businesses. But on the whole, they give high marks to Alioto’s use of rhetoric to motivate a sales team.

It’s important to note, however, that Alioto’s instruction, empathy and meaning-making don’t stop when the salespeople file back to their desks. After her speech, she walks the sales floor, talking individually with more than a hundred reps and continuing to employ the different elements from motivating language theory. In one conversation, she talks to a rep about how to more forcefully close an ambivalent prospect. With a salesperson about to call an automobile mechanic, she talks about the specifics of that category. In other conversations, she tries to boost reps’ confidence or emphasize the team’s goals.

By day’s end, the New York Yelpers have sold $1.45 million in new ads, meeting their quota and falling just $50,000 short of that month’s stretch target. Many individual reps achieve their BME, Yelp-speak for “best month ever.”

Copyright 2017 Harvard Business School Publishing Corp. Distributed by The New York Times Syndicate.

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Definition of 'pep up'

Pep up in american english, examples of 'pep up' in a sentence pep up, browse alphabetically pep up.

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Definition of pep up phrasal verb from the Oxford Advanced Learner's Dictionary

• Pep up meals by adding more unusual spices.
• A walk in the fresh air will pep you up.

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• Pepto-Bismol
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Definition of pep

 (Entry 1 of 2)

Definition of pep  (Entry 2 of 2)

transitive verb

• get-up-and-go
• ginger (up)

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short for pepper

1908, in the meaning defined above

1912, in the meaning defined above

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Meaning of pep someone/something up in English

Pep someone/something up.

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• barnstorming
• be alive and well/kicking idiom
• be as fresh as a daisy idiom
• be full of beans idiom
• re-energize
• refreshingly
• rejuvenation

pep up (something/someone) | Intermediate English

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Trump hush money trial

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Trump criminal trial wraps for the day after opening statements and first witness

From CNN's Jeremy Herb, Lauren del Valle and Kara Scannell in the courthouse

Key takeaways from opening statements and the first witness in Trump's hush money trial

From CNN's Jeremy Herb, Lauren del Valle and Kara Scannell

Prosecutors and Trump’s attorneys delivered opening statements and the first witness — a former National Enquirer publisher — was called Monday in the historic and unprecedented criminal trial of a former president.

Each side got their first chance to lay out a theory of the case for jurors. Prosecutors told jurors that the reimbursement of hush money payments made to adult film star Stormy Daniels was part of a larger conspiracy to influence the 2016 presidential election.

The former president’s attorneys responded by telling the jury that Trump was innocent and not involved in the creation of the 34 business records he’s charged with falsifying. They also pointedly added that there’s “nothing wrong with trying to influence an election.”

Here are key takeaways from Monday:

• Prosecutors say Trump schemed "to corrupt the 2016 presidential election": The district attorney’s office framed the case for jurors as illegal payments to try to influence illicitly influence the 2016 election that Trump then tried to illegally cover up by falsifying business records. Prosecutor Matthew Colangelo walked the jury through Trump’s efforts, along with Michael Cohen and former American Media Inc., chief David Pecker, to keep damaging information from coming to light during the 2016 election.
• Defense says Donald Trump is innocent: Defense attorney Todd Blanche began his opening statement with a simple assertion: “Donald Trump is innocent.” Blanche told the jury that the story isn’t as simple as prosecutors laid out and argued that Trump was not involved with any of the business records he’s accused of falsifying beyond signing the checks. Blanche didn’t dispute the paper trail existed, but he argued to the jury there was nothing illegal about signing non-disclosure agreements — or trying to influence an election.
• Tabloid publisher testifies first: Prosecutors called former AMI CEO David Pecker as the first witness in their case against Trump. He testified for less than 30 minutes Monday morning before the trial adjourned for the day. He’s expected to continue testifying Tuesday. Colangelo teed up the former tabloid publisher as a key player in Trump’s “catch and kill” scheme to control the public narrative about him ahead of the 2016 election.
• Gag order hearing will lead off court on Tuesday: Before the trial resumes Tuesday, Judge Juan Merchan is holding a hearing on allegations that Trump violated the judge’s gag order barring discussion of witnesses. The district attorney’s office asked the judge to fine Trump $1,000 for each of several gag order violations leading up to and since the trial started. In addition to the fines, prosecutors want the judge to remind Trump he could be imprisoned if he continues to disobey the order.
• Trump was thinking about the $175 million bond hearing down the street: Meanwhile, other lawyers for Trump were in a courtroom a block away arguing over the legitimacy of the $175 million bond Trump posted to appeal the judgment in his civil fraud trial. Trump, who could not attend the civil hearing because he’s required to attend each day of the criminal trial, railed against Attorney General Letitia James.

Fact check: Trump falsely claims Michael Cohen’s crimes "had nothing to do with me"

From CNN’s Daniel Dale

Speaking to reporters Monday after opening statements in his criminal trial in Manhattan, former President Donald Trump declared that the crimes committed by his former lawyer and fixer Michael Cohen “had nothing to do with me.” 

Cohen is expected to be a key  witness for the prosecution . Trump said: “The things he got in trouble for were things that had nothing to do with me. He got in trouble; he went to jail. This has nothing to do with me. This had to do with the taxicab company that he owned, which is just something he owned – and medallions and borrowing money and a lot of things – but it had nothing to do with me.” 

Facts First:  Trump’s claim that Cohen’s prison sentence “had nothing to do with me” is false. Cohen’s three-year sentence in 2018 was for  multiple crimes , some of which were directly related to Trump. Most notably, Cohen was sentenced for  campaign finance offenses   connected to a hush money scheme  during the 2016 presidential campaign to conceal Trump’s alleged extramarital relationships -- the same hush money scheme that is central to this prosecution against Trump. Cohen was  also sentenced to two months in prison , to run concurrently with the three-year sentence, for  lying to Congress in 2017 in relation to previous talks about the possibility of building a Trump Tower in Moscow, Russia , including about the  extent of Trump’s involvement in the aborted Moscow initiative  and about when in 2016 the discussions ended. (The discussions continued into June 2016, the month after Trump  became the presumptive Republican nominee , and did not conclude in January 2016 before the first votes were cast, as Cohen had claimed.)

Referring to Trump as “Individual-1,” Cohen  said  at the time of his 2018 guilty plea for making false statements to the US Senate Select Committee on Intelligence: “I made these statements to be consistent with Individual-1’s political messaging and out of loyalty to Individual-1.” When Cohen pleaded guilty in 2018 to the campaign finance violations, he  said  he broke the law “in coordination and at the direction of a candidate for federal office,” Trump. 

David Pecker is an important witness in prosecutor's quest to prove criminal intent, legal analyst says

From CNN's Elise Hammond

David Pecker will be back on the stand on Tuesday to continue testimony in the hush money trial against former President Donald Trump. Not only is he the first witness to answer questions from the prosecution, but he is also a critical piece of how the state is trying to prove criminal intent, one former federal prosecutor said.

Criminal intent means that “not just an act happened, but an act happened for a purpose,” said Elliot Williams, a CNN legal analyst. “The defendant did something wrong to carry out some criminal purpose.”

As the then-chairman of American Media Inc., which publishes the National Enquirer, Pecker was involved in numerous “catch-and-kill” schemes he orchestrated on behalf of Trump, and he allegedly helped broker the deal with adult film star Stormy Daniels which is at the center of  the case.

“It’s not just the catch-and-kill payments, but catch-and-kill payments for the purpose of concealing information from voters in the context of an election,” Williams explained, referring to the 2016 presidential election. 

Williams said it’s likely that prosecutors will focus much of their questioning trying to uncover what was discussed in meetings between Pecker and Trump.

The question at the heart of the argument, Williams said, is if the payments were intended to conceal information from voters, “or was it just Donald Trump saying, ‘Well, you know, this is embarrassing to my wife and my kids, I really want to keep this hidden.’”

Read about the stages of Trump's criminal trial — and what they mean 

From CNN's Lauren del Valle, Jhasua Razo and Gillian Roberts

Former President Donald Trump’s first criminal trial is expected to take six to eight weeks from start to finish.

This trial, related to a  hush money payment  to adult film star Stormy Daniels in 2016, is the first of  four ongoing criminal cases  that are expected to head to trial for the presumptive 2024 GOP presidential nominee.

Now that opening statements are done, prosecutors are presenting trial evidence through witness testimony and exhibits. David Pecker, the ex-publisher of the National Enquirer, will resume testimony Tuesday.

Defense attorneys can cross examine the prosecution’s witnesses and typically aim to discredit their testimony. Witnesses’ responses are considered evidence, but not the questions posed by an attorney.

Read more about the stages of the trial, and what they mean here.

Michael Cohen jabs back at Trump's claim that Cohen's crimes have nothing to do with him

From CNN's Laura Dolan

Michael Cohen, who is expected to be a key witness in Donald Trump’s criminal trial, jabbed back at his former boss in response to comments Trump made about him outside the courtroom Monday.

Speaking to reporters in the courtroom hallway after court concluded, Trump said Cohen’s crimes have “nothing to do with me."

“He got in trouble, he went to jail. This has nothing to do with me,” said Trump. “This had to do with the taxicab company that he owned, which is just something he owned — and medallions and borrowing money.”

Shortly after those comments. Cohen posted on social media, “Hey Von ShitzInPantz … your attacks of me stink of desperation. We are all hoping that you take the stand in your defense. 

Cohen, who is Trump’s former attorney, served time in federal prison after pleading guilty to breaking federal campaign laws when he facilitated the $130,000 payment to Stormy Daniels, which is directly linked to the charges against Trump.  As for the taxi medallions that Trump referenced, Cohen was also sentenced for tax evasion related to a taxi medallion enterprise and lying to a bank in relation to a home loan. 

Trump is under a gag order and was ordered by Judge Juan Merchan not to comment about any witnesses in the trial.

CNN's Daniel Dale contributed to this post.

See courtroom sketches from today's Trump trial

No cameras are allowed inside the Manhattan courtroom where Donald Trump's hush money trial is underway, but a sketch artist captured the scene as opening statements unfolded and the first witness took the stand.

Biden builds early advertising edge as Trump spends millions on legal fees

From CNN's David Wright

President Joe Biden and his allies have nearly tripled Donald Trump’s network in ad spending over the last month and a half while the former president has had to devote millions of campaign funds to legal expenses — and sit in a New York courthouse for his hush money trial.

Since March 6, after Super Tuesday when Trump effectively secured the 2024 GOP presidential nomination, through April 21, Biden’s campaign and other Democratic advertisers spent $27.2 million on advertising for the presidential race, while the Trump campaign and GOP advertisers spent about $9.3 million, according to AdImpact data.

Ad spending data (presidential race, March 6 to April 21)

• Democrats: $27,153,293
• Republicans: $9,344,948

During that time, Biden's campaign has spent millions in key battleground states, including $4.1 million in Michigan, $3.9 million in Pennsylvania, and at least $2 million in Arizona, Wisconsin, and Georgia. And the Biden network has used its plentiful airtime to promote the administration’s first-term record and slam Trump, focusing on key issues such as the  cost of living  and  abortion rights .

Meanwhile, Trump’s network has failed to match that effort since he became the presumptive nominee, though a pro-Trump super PAC, MAGA Inc., recently ramped up its advertising, booking over $1 million worth of airtime in Pennsylvania to coincide with Biden’s recent campaign swing through the state last week.

Trump has also benefited over that stretch from a nearly $3 million anti-Biden campaign from outside groups aligned with the oil and gas industries, which have been  running ads  in Pennsylvania, Michigan, and Wisconsin, criticizing California fuel standards  defended  by the Biden administration. But despite some recent signs of activity, Trump’s network has been significantly outspent on the airwaves since his general election matchup with Biden came into focus. And  the latest round of FEC filings  shows how Biden’s fundraising edge is enabling that advertising advantage, as Trump’s ongoing legal battles drain millions from his campaign coffers.  

How we got here: A timeline of the Donald Trump and Stormy Daniels hush money case

From CNN’s Lauren del Valle, Kara Scannell, Annette Choi and Gillian Roberts 

The first criminal trial of a US ex-president is underway in New York, where former President Donald Trump faces charges from the Manhattan District attorney related to a hush money payment to adult film star Stormy Daniels in 2016. 

This is the first of four criminal cases expected to go to trial for Trump, also the presumptive 2024 GOP presidential nominee. CNN compiled a timeline of the key events leading up to the historic trial. 

Here’s how we got here: 

• September 2016: Donald Trump discusses a $150,000 hush money payment understood to be for former Playboy model Karen McDougal with Michael Cohen who secretly records the conversation . McDougal has alleged she had an extramarital affair with Trump beginning in 2006, which he has denied. 
• October 7, 2016: The Washington Post releases an "Access Hollywood" video from 2005 in which Trump uses vulgar language to describe his sexual approach to women with then show host Billy Bush. 
• October 27, 2016: According to prosecutors, Cohen pays Daniels $130,000 to her attorney through a shell company in exchange for her silence about an affair she allegedly had with Trump in 2006. This $130,000 sum is separate from the $150,000 paid to McDougal. Trump has publicly denied having any affairs and has denied making the payments. 
• November 8, 2016: Trump secures the election to become the 45th president of the United States. 
• February 2017: Prosecutors say Cohen meets with Trump in the Oval Office to confirm how he would be reimbursed for the hush money payment Cohen fronted to Daniels. Under the plan, Cohen would send a series of false invoices requesting payment for legal services he performed pursuant to a retainer agreement and receive monthly checks for $35,000 for a total of $420,000 to cover the payment, his taxes and a bonus, prosecutors alleged. Prosecutors also allege there was never a retainer agreement. 
• January 2018: The Wall Street Journal breaks news about the hush money payment Cohen made to Daniels in 2016. 

See the full timeline.  

Trump is also facing charges in 3 other criminal cases

From CNN’s Devan Cole, Amy O'Kruk and Curt Merrill 

The hush money criminal trial against former President Donald Trump is just one of  four criminal cases  he faces while juggling his presidential campaign.

The former president is facing at least  88 charges  over the four criminal indictments in Georgia, New York, Washington, DC, and Florida. Trump has pleaded not guilty to every charge in these cases. 

Here's a recap of each case: 

• Hush money:  Trump was first indicted in March 2023 by the Manhattan district attorney on state charges related to a hush-money payment to an adult film star in 2016. Prosecutors allege Trump was part of an illegal conspiracy to  undermine  the integrity of the 2016 election. Further, they allege he was part of an unlawful plan to suppress negative information, including the $130,000 payment. 
• Classified documents:  Trump was indicted in June 2023 by a federal grand jury in Miami for taking classified national defense documents from the White House after he left office and resisting the government’s attempts to retrieve the materials. The National Archives said in early 2022 that at least 15 boxes of White House records were recovered from the estate, including   some that were classified . The charges were brought by special counsel Jack Smith. 
• Federal election interference:  Smith separately charged the former president last August with four crimes over his efforts to reverse the 2020 election results. The indictment alleges Trump and a co-conspirator "attempted to exploit the violence and chaos at the Capitol by calling lawmakers to convince them ... to delay the certification" of the election. That case is currently on hold as the Supreme Court weighs Trump’s claims of presidential immunity in the matter. 
• Fulton County:  State prosecutors in Georgia brought a similar election subversion case against Trump and others. An Atlanta-based grand jury on August 14, 2023, indicted Trump and 18 others on state charges stemming from their alleged efforts to overturn the former president’s 2020 electoral defeat. A trial date has not yet been set in that case. 

Read more about  the four criminal cases  Trump faces.  

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