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People & Relationships

Teaching People To Learn

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Common sense seems to be in very short supply. Perhaps it always was.
Even allowing for the creative and often hysterical reporting of the news media it is hard to avoid the conclusion that those making and executing laws and regulations in both Britain and the EU have taken leave of their senses. A previous culture of personal responsibility seems to have changed into a culture of dependence and blame.
Not, of course, entirely, but significantly.
This is wholly understandable. A society that rewards the feckless and punishes the responsible must expect the message to be understood and acted upon. Perhaps our rulers have forgotten that true compassion – indeed, true love – involves helping people to achieve and maintain their independence. Removing independence is theft of the most precious possession we have.
So far this sounds more like a political speech on behalf of the British Fascist Party than a basis for discussing what people need to learn. I make these points, however, because unless our education system starts with the right premise, everything else that it does will at best be ineffective and at worst be damaging.
I don’t need to tell you the difference between education and training, between knowledge and reflection, between information and thought. So I’ll skip the bit about facts, passing exams, exam marking and the roulette wheel of teachers who can (and those who cannot) forecast the likely questions with reasonable accuracy. I’ll omit the scathing references I would have made about people who decry the Arts subjects. I’ll nod only briefly towards the words of George Santayana (1863-1952) ‘Those who cannot remember the past are condemned to repeat it‘.
I’ll go on to why what we need to learn has changed so much and so recently.
My first point is that in the past few years and with considerable Government help, we have come to understand better the relationship between body and brain. If there is a work / life balance to be struck there is also a body / brain balance in need of attention.
Today we are at the threshold of understanding the mind. We have not got there yet but we will, and reasonably soon if I am not much mistaken. We have started to appreciate that the mental prisons we often feel trapped in are largely of our own making. We are all capable of much more than we thought.
Such potential brings with it the responsibility to use well the resources we manipulate and to learn a new view of the time over which we manipulate them. Strangely, our Victorian forebears had a better sense of this aspect of time than we do. They invested for what they saw as the future; we invest for the next annual – or half-yearly, or quarterly – sometimes even monthly – profit results.
Proper planning has never been so important and never so neglected.
Second, we need to learn the basic skills of interpersonal communication – or social intercourse, if you like. Whether you were in favour of invading Iraq or against it I think we can all agree that in the 21st Century settling disagreements by thuggery is an admission of failure on a breathtaking scale. But that thuggery doesn’t originate in the White House or Downing Street, it originates in Coronation Street, in your local town, the nearby neighbourhood, in the way we speak to a traffic warden, in the way officials deal with us.
Have you noticed how people seldom ask questions of each other these days?
Maybe they think it’s intrusive or not very polite. At a time when many of us are going to spend more time in front of our computers we need to improve our social intercourse and change it from the drinks party or the Friday night booze-up to intelligent, informed discussion laced with that unique ability we have to be amusing about serious matters.
Some races have always been rather inhibited about asking questions. We cannot afford such inhibitions any more. It leads to a collection of floating islands, not to a society.
Third, we need to learn the joy of work. We’ve separated work and leisure to the point where work is seen as bad and leisure is seen as good. But everyone knows that too much of either is wrong. To do this we must make work joyful, not always easy when rough conditions, noisy machinery, inconsiderate bosses, rapacious shareholders demand effort and forbearance that is above and beyond normal duty. For all that, work must become a place of joy.
We seem to have failed to learn that the true satisfaction of a job well done is not in dollars but in the heart of the person doing it. In my mentoring the simple and true story of Alf Tuck, the man who came to thatch the cottage roof, has transformed the attitudes of hundreds of people towards their work.
If you want to know it, please ask me by email, and I will send it to you.
Fourth, we need to reconsider what facts we need to know. Five years ago it was important to know quite a lot of facts. Today we need to know different facts:
– how to access and store information on the internet
– how to discriminate between right and wrong information and good and bad sources
– how to reflect on the facts we learn; facts by themselves are like random numbers; they only
– become useful when we interpret them and make decisions based on them.
Fifth, our civilisation is based on trust. That trust is based on truth, a commodity in very short supply at present. No truth, no trust. No trust, no society. There will never be perfect truth and we have to learn to distinguish between truth, lies and hyperbole. If we do not understand and accept the relevance of truth for our very existence, our society will increasingly fail.
There are many other things we have to learn, of course. These are, to my way of thinking, the five essentials. They are at present being neglected in favour of doubtful academic awards.
If you agree with my very brief summary of what people need to learn today there is one remaining question: where do we get the teachers to do it?
That’s my question to you.

JohnBittlestonPhoto.jpgJohn Bittleston blogs at TerrificMentors.com, a site that provides mentoring for those who wish a change in career or job, wanting to start a business or looking to improve their handling of people (including themselves).

By Ethan Theo

Abe WalkingBear Sanchez is an International Speaker / Trainer / Consultant on the subject of cash flow / sales enhancement and business knowledge organization and use. Founder and President of www.armg-usa.com, WalkingBear has authored hundreds of business articles, has worked with numerous companies in a wide range of industries since 1982 and has spoken at many venues including the Shakespeare Globe Theater in London.

3 replies on “Teaching People To Learn”

Direct Marketing Sales and Promotion Tips
Use this method and watch your sales explode to new heights.
One of my clients sells research aids for law firms. In large law firms a managing partner acts like a CEO of the company. He has an executive committee that helps manage the firm and makes decisions. Next in line are the senior partners of each specialty—intellectual property, litigation, bankruptcy, etc. Then you come to the lawyers, then the paralegals, librarians, information systems and so on.
Since my client was selling research products, they were dealing with the librarians because that’s who manages research tools. If you’ve got a revolutionary product, you can probably get an appointment with a librarian and you will probably impress that librarian. Some librarians in firms have great influence with partners, but many do not. You can spend an hour selling that librarian and the librarian might get five or ten minutes to try and explain your product or service to the lawyers you want to reach.
So the challenge with this client was to build a program that would skip the librarian and go straight to the management committee. We designed a core story educational seminar on the “Five Most Dangerous Trends Facing Law Firms.” We called the managing directors of the top 50 law firms to offer the free education. Here’s the script: “I’m sure you’re aware of our company. We’ve been helping law firms be more successful in their research efforts for over fifty years now. We recently commissioned a study on what’s going on in the legal market and we’ve learned there are some pretty serious challenges facing lawyers in the new millennium. Since our survival depends on your success, we wanted to make sure that you saw this information and had every opportunity to be ahead of the problems. We put this information into a very succinct executive committee orientation and we’re now showing this to all the top law firms. In fact, we’re in touch with [name several other top law firms] and are in the process of arranging to show this in one of their management meetings. We’d love to arrange to make sure you also see this important information.”
There are several factors that made this approach very successful. First, note how we used fear as a motivator. It’s far easier to get in to see top executives if there are “dangerous trends” facing them than if you offer some currently unrealized benefit. Also, the term “social proof” was heavily at play here. That means: “When others are doing it, it’s okay for me to do it, too.” Let me give you a great example of how “social proof” shapes society. For those of you too young to remember there was a time when it was a “shame” in society to live with someone without being married to them. And surely, you would never have a child out of wedlock. Today, other than very religious families, everyone I know lived with their significant other before they married them. Hollywood stars were the first to break this taboo, paving the way for the rest of society to follow suit.
Or to put that in context to business: “When best buyers buy, other best buyers buy faster.” In the script above, note the language: “We’re now showing this to all the top law firms. In fact, we’re in touch with [name several other top law firms] and arranging to show this in one of their management meetings. We’d love to arrange to make sure you also see this important information.” Note that we didn’t say: “We have shown this to so-and-so.” We said: “we’re in touch with” and “arranging to show this to…” This was the truth.
I have a rule about selling: Never lie. Make sure you’re telling the truth. By wording this a little more carefully, we were telling the truth, but the impression we gave was that it was already happening. By mentioning names of other top firms, we got interest from their competitors pretty darn fast. We also made sure that it was the truth. We were in touch with all the large firms. In fact, we called all of them on the same day. If someone checked, another firm might say: “Well, yes, we’ve heard from them, but we haven’t set anything yet”—or whatever—but the point is that we were, in fact, “in touch” with all the large firms all at once.
Where they once could not get in to see even a single partner, we were now presenting to the entire management committee of law firms with astonishing results. For example, I accompanied the salesperson to present for the executive committee of the largest law firm in a major city. At the end of the presentation, that firm bought almost everything that rep had to sell.
Chet Holmes has worked with over 60 of the Fortune 500 companies as America’s top marketing executive, trainer, and strategic consultant. Chet is the author of the best selling book, The Ultimate Sales Machine (#1 business book on Amazon, #1 Sales and Marketing book on Amazon, and also on NY Times best seller list). Chet has identified and developed the 12 core competencies that are proven to provide the main structure of truly great companies and he has developed more than fifty proprietary methods to implement them. To learn more about how to double the sales of your company, go to http://www.howtodoublesales.com

The problem with most teachers and academics is that they have THEORETICAL knowledge… but not real-live, everyday wisdom and experience in the trenches.
Chet Holmes, mentioned by Sue in the previous comment, is indeed one of those master trainers who has had REAL experience and success in REAL business.
Another one that comes to mind is James Brausch:
http://www.JamesBrausch.com
When it comes to teaching business success, both of these gentlemen are masters.
-Sharon

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