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.
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For more information on my coaching services or sales tips visit my website stevehoffacker.com or my blog homesalesinsights.com.
Hi Steve;
Great post!
I thank you for sharing...................................
In this business, you have to know your client/customer personality style...Depending on THAT, will depend on your content and delivery style. Some "accountant" types, would appreciate (and NEED) statistics for their decision making, while the "director" type, just wants the facts. Learning personality styles has made me money in the past, as I was able to deliver information to my client in a way they wanted, and then decisions were easier to make for them! "DISC" is a common personality profile, learn it and earn! Pat Tasker, Milwaukee, WI
I thought that Palin looked into the camera much more than Biden did. Biden seemed to be looking down a lot. I figured that Palin would 'grab' more viewers because of that. Its just more interesting when someone is looking at you.
Steve you hit the nail on the head with this one. I am really surprised that I didn't see this featured (WHERE'S RICH OR BRAD?) There is a strong parrell between the two. Super post very creative!! Have a great weekend!!
Anthony,
Thanks very much for your comments. Appreciate your input and interest. :)
Steve
Pat,
Personality selling can make a difference. So can just taking an honest interest in your customers and telling them what they need to hear to make a decision, DISC is one type of typology. There are many others. :)
Steve
Lisa,
When people look at you rather than down or past you they are connecting with you. Good observation. Thanks. :)
Steve
Teresa,
I am thrilled by your response. Thanks for suggesting that this is feature quality. Enjoy your weekend, too. Have a glass or two of unsweetened tea. :)
Steve
I tend not to trust people as much who don't make eye contact. Not many people can look someone, especially a stranger directly in the eyes. While some people have practiced it as a sales technique, the average lay person does not do it often so when they do, I find it refreshing.
Steve: I think the best approach is combining both...the personal connection and the facts. Neither wins alone. Sarah's personal approach got a little old when I noticed it was covering for a lack of insight and knowledge...reminded me of me on my first listing appointments. And you're right. Too many facts and figures can confuse and leave your audience tuning you out as they parse through prior numbers in their head.
Lisa,
In sales, we can't afford any signals that we give off that we aren't sincere, that we are hiding something, or that we're uncomfortable with our message.
Steve
Chris Ann,
This type of format was not particularly fair to either candidate. Biden tried to inject too many statisitcs and got breathless trying to say everything he wanted to say in a limited amount of time for each question. Palin could only hit the high spots of a few important topics and couldn't delve into them to really make a case. I think the moderator could have been more responsive to let them talk more on a few points instead of sticking to her planned list of questions. :)
Steve
Steve,
You may not get a gold star anyplace else, but you got one here at the New Home Sales Group. Thanks for the post.
Julie,
Thank you. I appreciate the recognition, and I'm glad you liked the post. :)
Steve
As a former trial attorney, I take a slightly different view on debates, sales presentations, etc. Here are my tips:
Ryan,
Thanks for your extensive comments. You have some valid points, particularly for large audiences and boards or trials. For a sales presentations, relationships are key and they can't always be fostered by following rules or guidelines. :)
Steve