Top Sales Manager Blog

In our last post, we talked about when to deliver a “Masterful Praising”. Today, we talk about how.

First you have to identify a “praise-worthy” moment, then after that, it’s pretty simple:

1. Look them in the eye, (or if on the phone stop make sure you emphasize your words clearly and distinctly), then tell them exactly what they did correctly in very specific terms.

2. Pause for effect.

Pretty easy, right?

Here’s a few other tips for you:

1. Praise intermittently…not always…and not on every little thing

Keep it a bit of a mystery as to when you’ll praise. In doing this the salesperson will never know exactly when the praise will come, so they always will be wondering when the next praise will come. This then becomes a powerful psychological motivator because salespeople will work twice as hard to get even MORE praisings once they get a few initial ones under their belt.

2. Be very specific

Don’t just say “nice job” or “good work”. In fact, if you do it that way…don’t even bother! Instead, say “Hey Brian, that was great work being so persistent to finally secure the appointment for us to propose to the Simpson account. I know it took a lot of effort on your part. That was really awesome work”.

3. Use the laws of human nature

Salespeople repeat activities that they reinforced by, so reinforce the ones you want repeated, they’ll be clamoring for you to deliver them more praise.

Start trying out the “Masterful Praising” today!

Next post we’ll clue you in on the most important corollary to the Masterful Praising…

To learn even more about motivating your sales team, get our free video on the sidebar of this post or by clicking here.

What do you think? Post a comment below and tell me on how you use praise to motivate your salespeople.

Filed under: Coaching, Motivation by ralphburns