The showdown in Denver. To my right, in the red corner, Presidential hopeful Mitt Romney. To my left, in the blue corner, President Barack Obama. If you are looking for insightful political analysis, if you (still) need to decide who you’re voting for, you’re in the wrong place. Go to CNN for that. If you believe that watching smart, well-prepared, talented people debate issues in the race for the highest office in the land can teach you a thing or two — how to present, pitch for business, sell. Then read on.
Medialand, Punditville and the Twitterverse have been buzzing with expectation. According to polling, the majority of the country has decided, leaving only 4% undecided. Each candidate has similar goals: Appeal to the undecideds (especially in the battleground states) and motivate the already decided to get up and vote. Two conversations with the American public matter: the one that frames or reframes the way voters see the world, and the one that moves them to action. Obama, carrying a lead, must do no harm. Conventional wisdom dictates that Romney must not only do no harm, but gain momentum for the race to swing in his favor.
For each candidate, we’ll take an example of the elegant, the obvious, and the ugly.
Gavin on Obama
Obama’s best turf, I thought, was healthcare. But I will single out a particular exchange, on social security and entitlement reform, where the President had his strongest moment. He summarised by looking directly to camera, speaking, and engaging the audience. “If you’re 54 or 55, you might want to listen.” He went on to make a very clear statement, in plain language. “I don’t think vouchers are the right way to go…” contrasting his view of medicare with his opponent’s proposals. He then summed up with a little verbal seasoning, “I have become fond of this term, Obamacare.” That line, and the way he delivered it, drew a little laugh from the moderator and showed his human side. It was content-free, but charming and disarming, a little verbal jiu-jitsu on a word that is often used by his opposition as an insult. The lesson for all of us? Always remember who the audience is. Engage them. Be Real.
Peter on Romney
Interestingly, I thought Romney also had his finest moment on healthcare. He also had his worst, which we’ll come to later.
For health care it was Romney’s turn to have the first say. He started with speaking about real people whom he had met and who were suffering. It’s an effective technique, and both candidates used it. Romney’s people however, most always seemed to be living in swing states. He clearly had his audience in mind. From here he moved into what became a signature Romney technique throughout the debate, listing his points. Points 1, 2, 3, and 4. It was point four that brought him squarely to, Small Businesses. This seemed to be Romney’s key talking point, and in most exchanges he logically segued to it. My third reason for picking out this moment was that he then linked across to all the other things the President could have focussed on during his first year in the White House, and by doing so diminished the achievement represented by ObamaCare.
Finally however, the reason Romney gets full points, was that he ended with talking about his pride in how he created the Massachusetts health care program while he was that state’s Governor, and strongly framed it as being an example of cascading more power to the states.
The Romney team had identified “RomneyCare” as being an Achilles heel Obama would go for, and through framing it as States Rights, Romney took the sting out of some of Obama’s best lines.
That was the elegant. How about some examples of the obvious?
Gavin on Obama
Most of the Obama side of the debate was workmanlike. He answered questions, and then segued swiftly if not elegantly to his talking points. He explained more than connected. A typical moment was his summary of the first segment on taxes.
“I would just say this to the American people. If you believe that we can cut taxes by $5 trillion and add $2 trillion in additional spending … and you think that by closing loopholes and deductions for the well-to-do, somehow you will not end up picking up the tab, then Governor Romney’s plan may work for you.
But I think math, common sense, and our history shows us that’s not a recipe for job growth. Look, we’ve tried this. We’ve tried both approaches. The approach that Governor Romney’s talking about is the same sales pitch that was made in 2001 and 2003, and we ended up with the slowest job growth in 50 years, we ended up moving from surplus to deficits, and it all culminated in the worst financial crisis since the Great Depression.”
Peter on Romney
I’ve already mentioned Romney’s habit of listing-off his talking points. Those talking points create a logical path of stepping stones, leading to point 4, which normally had something to do with small business. Like all techniques, it shouldn’t be overdone or it becomes obvious, and eventually annoying.
And finally, the ugly, where there was no answer to the question, but a brazen attempt to answer their own question rather than the one that was asked.
Gavin on Obama
Obama started the night poorly answering the jobs question. Prior to the debate, Obama’s strong point on the issue was who would handle taxes better. He moved the jobs question quickly to a discussion on taxes, and then lost me and I am sure thousands of others in an unclear explanatory monologue of numbers and percentages. In that, he got professorial, and went in to a back and forth he said she said about Romney’s $5 Trillion tax cut. 78% of adults in the U.S* don’t know the difference between a billion and a trillion. It’s just a big number. The lesson learned here — When you’re talking numbers, you have to make them relevant. He got close saying that his opponents bill would add $2,000 to every middle class voter. But pound it home by saying that’s a vacation you can afford. A down-payment on a new car. Putting of fixing up the kitchen for another year.
*This is not true. In fact, it’s completely made up. But it seems right. It’s just a big number with lots of zeros. I know one is bigger than the other, but after that, I go into math class mode, and my brain quietly shuts down.
Peter on Romney
For the ugly with Romney, it’s back to health care and an example of seizing defeat from the jaws of victory. There was a noticeable moment when the President, de-fanged by Romney’s unexpected embrace of the Massachusetts health plan, suddenly had the wind back in his sails.
Romney made the mistake of moving the frame to portray the President as having been non-bipartisan during the health care debates, by contract to the Massachusetts debates. As Romney attempted to represent the Republican-led Congress as being the nice people seeking consensus however, Obama smiled. He was suddenly back into his old form. Romney had pushed the frame too far and lost credibility. The secret to good framing is that there needs to be at least a basis of logic in there somewhere, and this frame didn’t!
Obama was in ugly mode for most of the debate. When he spoke directly to camera, summed up and concluded, he was good. Unfortunately for him, that was rare. Mostly he took on the role of explaining.
Romney however, had a great evening. He appeared calm, in control, and from his first answer, fully in command of the facts and the frame. On the downside, he came across as being aggressive at times. When there is a debate with rules about timing, one should really stick to them.
What did you think?
The TwitterVerse certainly had it’s say last night. What did you think to the debate? Post a comment and come join the conversation.
Gavin is a founding partner at fassforward consulting group. He blogs about PowerPoint, Presenting, Communication and Message Discipline at makeapowerfulpoint.com. You can follow him on twitter @powerfulpoint.
Peter is a writer, trainer, and speaker on all aspects of Presenting. He coaches business executives in how to be at their best when on their feet. His bi-weekly blog, The Presenters’ Blog, examines core disciplines of public speaking and looks at how those disciplines are being illustrated by new stories around the world. You can follow his Twitter feed on @speak2all
A Note about bias. Neither of us can or will be voting in the US elections, but, like all humans, we have biases. We will try to look at the debates purely from a point of view of speaking, messaging and presenting, to see what the rest of us — those that will never run for President, can learn.