A Message to President Obama & His Support Team: RE Communicating & Selling Ideas

I’ve been listening to members of the Obama administration present their ideas.

They are smart people. Their ideas are well thought out (even though many of you reading this may not agree with the philosophies and/or solutions that they have crafted).

But, many of these administration members fail to sell their ideas.

Part of the problem is that they need to see themselves as salespeople, and they don’t.

But, they are – they are selling their credibility, experience, ideas, and themselves.

Subsequently, some of them fall flat.

Ideas rarely stand on their own merit.

President Obama knows this, and understands that style doesn’t replace substance ... but it is a critical part of selling the substance.

Passion sells. People connect on an emotional level, not just logical.

Perhaps one of the best communicators ever, Aristotle, talked about the necessity of using pathos (emotional appeals) as well as logic.

Our audiences – Congress included – respond to the emotion, not only in examples used, but also in message delivery.

People ask if I am a motivational speaker. My answer is no.

I am a content speaker who can motivate.

Of course, I love to hear, “You are so motivational.”

Isn’t that what we need from our leaders, and those who support them?

President Obama: With all due respect, some of your team members need speech coaching -- in order for them to get buy-in for their (and your) good ideas.
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The Power of Persuasion & Thoughts RE the Passing of Stimulus Package

The power of persuasion.

It’s all about how you look at things.

Aristotle said that all speaking is persuasive speaking. Ultimately, the goal is to sell ourselves and our ideas.

This past week, it has been interesting to listen to the use of persuasion by our elected -- and appointed -- government officials.

The topic was the stimulus package.

Of course, President Obama wanted to get more (or at least some) Republican support. He wanted it to be a bipartisan package. But, his eloquent powers of persuasion didn’t work this time.

Persuasion is only possible when people hearing a message are open enough to take in the new information. If the mind is closed, there is no chance for this.

Unfortunately, we have close-minded people on both sides of the fence.

Going back to Aristotle, he suggested that there are 3 “modes of proof” – ways of getting buy-in from audience members.

The reality is that speakers need all three of these to succeed, which didn’t happen in the case of discussion concerning the stimulus package. The 3 modes of proof are:

1) Logos – information that hits the head, or logical evidence. Unfortunately, so-called facts and figures can be manipulated/slanted to say whatever the speaker wants.

2) Pathos – emotion, hitting the heart. Clearly, in the case of the stimulus package, the fear over the economy has been used to create a sense of urgency. However, if the desired audience doesn’t buy into whatever emotion is used (i.e. fear), it does no good.

3) Ethos – your personal credibility. Depending on your perspective and political party, the ethos is either working for or against President Obama.

So, where does that leave us – the American public? Unfortunately, between a rock and a hard place.

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Ancient Rhetorical Concepts Relate to the Presidential Election

As a communications expert and coach, the whole Presidential election process has been fascinating to watch and listen to.

During the upcoming presidental and vice presidential debates, I urge all of you to think about the principles that the great Greek philosopher and father of all public speaking -- Aristotle -- identified. They are: Logos, Pathos and Ethos. And, think of how you are personally responding to each concept.

Logos is the Greek word for Logic. That means how the candidates (president and vice president) are structuring their messages. Keep in mind that facts and figures, which we think always should be logical, are often manipulated or partial truths.

Do your due diligence, so you’re getting more than clever sound bites. Look at their voting records, backgrounds, etc.

Pathos translates into emotional appeals – information that hits close to your heart and gut. Clearly, your values come into play here. The goal of the candidates and their front teams is to hit those hot buttons (like terrorism, the economy, government involvement and health care) -- so you’ll take action, ie. vote for them.

The third concept Aristotle identified is Ethos, which loosely translates into credibility. We tend to believe the person who we perceive to be the most credible, ethical and shares the same values.

The question is do they really share those values? Are they just espousing this, or do their actions demonstrate them?

The candidates are using Aristotle’s three speaking principles in their commercials and public presentations.

So, as you watch and listen to the first Presidential debate next Friday, September 26th, and subsequent debates, pay attention to how these three principles are relevant even today and note how you are being influenced by them.