FEATURE


Mystery-Free


Sales Calls


Maintaining Your Employees’ Trained Behavior By Carol Mixon


M


y initial job in self-storage was a trainer for National Self Storage beginning in 1984. We created an amazing 10-day training course for managers in Tucson, Ariz. Once they successfully completed the course, the newly trained employees would return to their respective stor- age facilities located across six states. We observed that the employees were


not retaining the training procedures, particularly selling over the phone and on site. So, we hired Donald Michalak, who wrote Making the Training Process Work, to evaluate our training program and speakers. He provided us with in- sight into our effectiveness as speakers and assessed our training materials. I personally discovered his training book provided a practical,


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step-by-step guide to handle training challenges and the training process. Since I have a degree in both second- ary education and vocal perfor- mance, his approach of training and maintaining behavior was a perfect fit. As a singer, or when trying to succeed at anything, you must constantly learn, train, and use your voice, racquet, club, etc. My parents


Spring 2024


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