You can lead a horse to water, but you cannot make the horse drink. Likewise for getting learners to internalize new information, to transfer book smarts to street smarts in use, to develop the intrinsic motivation for applying the skills and to gain the confidence for playing around with variations on the right way to do it. Pushing does not work. Pull works great.In Informal Learning, Jay reminds us:
When "walkaway value" is taken over the top, the learning experience sells itself. There's no need to push. The gravitational pull "gets the horse to drink". Here's four ways to increase "what's in it for me?" when selling higher ups on slowing down, increased quality, more extensive evaluations or the use of gaming.
Learners need to be attracted to learning experiences, or not much is going to happen. IBM's Steve Rae posits three gravitational forces for informal learning...access ... quality... walkaway value. (p.18)
- Push selling says to identify the decision maker. Selling without pushing identifies the team of constituencies who can oppose the "buy", stab the decision maker in the back, and cause trouble if the "go ahead" is given.
- Push selling says to overcome objections raised by the buyer. Selling without pulling identifies the subsequent battles the buyer will face and offers ammo, arms deals and military advisors to win the battles with his/her constituencies.
- Push selling says to convince the buyer of the right choice and control the conversation to a favorable conclusion. Selling without pushing "hands off the final say" and gives control of the process to the buyer.
- Push selling says to simplify the buyer's decision to reach a favorable conclusion. Selling without pushing complicates the buyer's decision with added criteria, comparisons and scenarios to improve the customers' satisfaction with how they made up their minds.