The Power of Positive Reinforcement! (What makes people smile?)

The Power of Positive Reinforcement! (What makes people smile?)

– How often do I get a compliment? –

– How often do I give a compliment? –

These two questions came to my mind after visiting one of the Regional Managers of a client.

I observed his sales meeting, and I asked him if he wanted to have my feedback. The first thing he said to me was, “Yes, please. Tell me what I did wrong.” I didn’t react to that, and I started the way I always do, by giving him a compliment based on what I had observed.

The expression on his face went from a serious, waiting-to-hear-what-went-wrong expression to a very big smile. When I asked him why he was smiling, he said, “I didn’t expect to get a compliment. I don’t get many compliments.”

Positive reinforcement is a key motivator and costs nothing to implement. But even more important, with positive reinforcement you show you care!

What makes positive reinforcement more effective? REDR:

Reinforce,

Elaborate with

Data,

Reinforce

Base your compliments on facts.

Back to the questions I started with, here is my honest answer:

– How often do I get a compliment? –

– Never often enough –

– How often do I give a compliment? –

– Not yet enough, but more and more, because I care! –

What about you?

Brenda Schäfer is a Results Consultant for Cohen Brown Management Group, Inc.

Cohen Brown Management Group is the internally recognized leader in sales-and-service cultural and behavioral change, specializing in consulting and training processes for management, front-line, support/customer service units and call centers. Performance Grapevine provides thought leadership insights on sales training, sales management, leadership training, time management, consultative selling, behavior change, organization change, and culture change.

3 Comments

  1. Tariq Gondal 7 years ago

    Excellent post Brenda. Positive appreciations can bring miracles in Results and Behaviors. Thank you for sharing.

    • Brenda Schäfer 7 years ago

      Thanks Tariq! You are so right. The question is why don’t we do it more often.

  2. Tariq Gondal 7 years ago

    In my opinion the solution is cultural change and practicing same repeatedly so it becomes a a habit.

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