Let's talk about last night's debate between Joe Biden and Sarah Palin, but not from a political standpoint. Let's approach it as a sales lesson.
From a purely academic standpoint of debating techniques, Palin was a clear winner from very early-on in the contest. For most of these reasons, she also was the stronger salesperson.
Maybe a little stiff on the first question, she quickly relaxed and found her stride. She exhibited self-confidence, humor, eye contact, warmth, rhythm, phrasing, and other elements of good delivery and connecting with the audience.
Contrast that with Biden's delivery. He looked at the camera and seemed to make many of his points emphatically, but there were several stammers, and pauses. He used humor and had a pleasant smile.
However, he used so many statistics (statistics are good when used well to reinforce your point) that I had trouble remembering all of the different numbers. They were not tied together well. In some cases, more of a recitation than a forceful argument.
Palin did seem to get Biden to chuckle a couple of times, and that's always a good sign when you can get a humorous response from the other side - be it a debate or a sales presentation.
One of the more troubling parts of Biden's delivery was his hurried style and almost breathlessness at times. Maybe trying too hard to make the sale.
I won't discuss the content of their messages because I said this wasn't a political post. It just seemed for a variety of reasons that Sarah Palin was more relaxed and in control of the moment. That helps with making your points convincingly and connecting with your audience.
----
For more information on my coaching services or sales tips visit my website stevehoffacker.com or my blog homesalesinsights.com.
