High Stakes Persuasion Strategy: Losing Sleep
Effective speakers — including politicians and government officials — can often make points by showing their tender side.
The challenge is for them to find the authentic concern rather than appear to act concerned. Responding to a question from Rep. Adam Schiff (D-Calif.), former secretary of state Hillary Clinton talked about the “painful accusation” that she failed to provide sufficient security for Ambassador Chris Stevens. It was during a hearing of the House Select Committee on Benghazi.
As you look at Clinton testifying, judge for yourself. The soundbite is a short one.
Is she sincere? Acting? Or can you even tell?
That’s a matter of opinion. But the bigger issue is whether the speaker should be the issue rather than the families of the victims. Better than Hillary saying she was losing sleep, her concern about the families might strike a chord with viewers. Of course, that needs to be a genuine concern, too.
High Stakes Persuasion Strategy: Losing Sleep — Takeaways
- Show your tender side when it’s authentic.
- If you’re not sure, get feedback from people who know you and can be candid.
- When in doubt, don’t experiment.
- People remember insincerity.
- When you know of real victims — like widows — try not to come across as a victim. You’re not going to get much sympathy.
You’re likely not going to testify at Congressional hearing, but you will try to communicate your softer side when you speak. Contact me to help guide you: bob@kaplitz.tv.
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