Sales Coaching

Ian Rowland Speaker Trainer Magician / Lecturing on sasles and persuasion for the Event Supplier And Services Association

Sales Coaching

I love the subject of sales and selling. In my career, I've helped companies to sell everything from glue, shoes and cheese to bread, bicycles and bathrooms, painkillers, petfood and plastic pipes!

When I present sales coaching classes or sessions, I tend to focus on one or more of the following three subjects that you can read about on my Trainer page. They are:

• The Practical Persuasion Method.

• Cold Reading For Business.

• People Joy.
  

The Practical Persuasion Method (PPM)

Ian Rowland Speaker Trainer Magician / Presenting a class on persuasion and selling for the Stansted Airport management team

I start by looking at how most people define and think about 'persuasion' — and some problems associated with this conventional view. This includes the fact that you can study conventional theories about persuasion and still not feel equipped to be persuasive in real life when you want to be.

I then present a new working 'model' of persuasion. This is a 100% practical model you can apply to just about any situation in which you'd like to be more persuasive, including selling. After exploring this new, practical model, I demonstrate how it applies to a range of practical, real-life situations. I then invite attendees to suggest any situations in which they'd like to be more persuasive. These examples can be work-related or not. I then work with the whole group to show how the Practical Persuasion Method would help in each of these specific situations.

Cold Reading For Business

Ian Rowland presenting a small sales and persuasion class for the Progressive Leaders Group

The term 'cold reading' usually refers to the so-called 'psychic industry' — people pretending to read tarot cards and things like that. In short, cold reading means 'how to talk to people as if you're psychic'.

Unlikely as it may seem, you can take some of the communication psychology behind cold reading and apply it to sales and selling in a 100% ethically positive way. In essence, it gives you incredible tools for building rapport and establishing trust more rapidly that you could using any other approach. It enables you to get customers and prospects to feel that you really 'get' them and understand them, in a way that is powerfully persuasive. To repeat for emphasis, you can do this in an 100% ethically positive way.

This is an amazing skill to have and it's also fun to learn.

People Joy

Ian Rowland lecturing on effective selling for Healthcare Learning

This class or course is based on my book of the same name. People Joy is essentially about the art, magic and power of successful conversations. We all have a range of conversations every day. Sadly, most of us waste the amazing potential of these conversations and don't get as much value from them as we could.

In this classs, I aim to transform how you feel about other people, about yourself and about the conversations you have every day. I want you to see the increiible potential of conversations and to see how to make the most of them. This includes all the conversations involved in sales and selling. www.ianrowland.com

Read about my work as a Trainer. Training: Cold Reading For Business.

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Sales Training London

Ian Rowland Speaker Trainer Magician / Presenting a sales training session for Cap Gemini in London

Sales Training London

I love the subject of sales and selling. In my career, I've helped companies to sell everything from glue, shoes and cheese to bread, bicycles and bathrooms, painkillers, petfood and plastic pipes!

When I present sales training London classes or sessions, I tend to focus on one or more of the following three subjects that you can read about on my Trainer page. They are:

• The Practical Persuasion Method.

• Cold Reading For Business.

• People Joy.
  

The Practical Persuasion Method (PPM)

Ian Rowland Speaker Trainer Magician / Presenting a short talk on sales and persuasion of for ESSA: the Event Supplier And Services Association

I start by looking at how most people define and think about 'persuasion' — and some problems associated with this conventional view. This includes the fact that you can study conventional theories about persuasion and still not feel equipped to be persuasive in real life when you want to be.

I then present a new working 'model' of persuasion. This is a 100% practical model you can apply to just about any situation in which you'd like to be more persuasive, including selling. After exploring this new, practical model, I demonstrate how it applies to a range of practical, real-life situations. I then invite attendees to suggest any situations in which they'd like to be more persuasive. These examples can be work-related or not. I then work with the whole group to show how the Practical Persuasion Method would help in each of these specific situations.

Cold Reading For Business

Ian Rowland presenting a sales and persuasion class for The Crown Estate in London

The term 'cold reading' usually refers to the so-called 'psychic industry' — people pretending to read tarot cards and things like that. In short, cold reading means 'how to talk to people as if you're psychic'.

Unlikely as it may seem, you can take some of the communication psychology behind cold reading and apply it to sales and selling in a 100% ethically positive way. In essence, it gives you incredible tools for building rapport and establishing trust more rapidly that you could using any other approach. It enables you to get customers and prospects to feel that you really 'get' them and understand them, in a way that is powerfully persuasive. To repeat for emphasis, you can do this in an 100% ethically positive way.

This is an amazing skill to have and it's also fun to learn.

People Joy

Ian Rowland working with two executives from the Omnicom Media Group in London

This class or course is based on my book of the same name. People Joy is essentially about the art, magic and power of successful conversations. We all have a range of conversations every day. Sadly, most of us waste the amazing potential of these conversations and don't get as much value from them as we could.

In this classs, I aim to transform how you feel about other people, about yourself and about the conversations you have every day. I want you to see the increiible potential of conversations and to see how to make the most of them. This includes all the conversations involved in sales and selling. www.ianrowland.com

Read about my work as a Trainer. Training: Cold Reading For Business.

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Team Building London

Ian Rowland Speaker Trainer Magician / At Google's Head Office in London to present a team-building session for their European management

Team-building Exercises

I love taking part in team-building sessions in London, my home city, as well as elsewhere. They tend to be productive, enjoyable and good fun for all concerned.

Here are just three things I've learned about making team building London events a success.

(1) Fun is functional. The main thing I've learned about any type of training or coaching is that nobody learns anything when they're bored. This is why I believe every training session should involve elements of fun and humour. 'Fun' does not mean 'frivolous'. A session that's fun and enjoyable can still achieve serious, practical goals. I believe this also applies to team building workshops and events. When people play together well, they work together well.

(2) It has to be 'tailor-made'. Every company is different and every team or department is unique. For team-building purposes, I don't think a pre-set, 'off-the-shelf' course tends to work well. I always prefer to discuss the specific needs of the group or team I'll be working with and tailor the session accordingly. Among other things, I like to establish how interactive and participative you want it to be and whether there are key themes or messages that you'd like me to include.

(3) There's no such thing as too much preparation. People tend to enjoy events that feel well planned and organised, with care being taken to ensure, for example, that everything runs to schedule. This is why I believe in thorough planning and preparation — especially with regard to timings.

Most Popular Exercises

Ian Rowland training senior executives for Marks & Spencer at their Head Offices in London

Here's my main page about my work as a trainer. Quite a few of the main subjects I teach lend themselves to team building London events. The two most popular ones are:

Unlock Your Mind. This is all about discovering you can do more than you think you can do. For example, I present the whole room with a memory challenge. I ask various people how long it would take them to memorise the material I've shown. Everyone says it would either take them a long time or they couldn't do it at all. I then show everyone that they can easily memorise the whole thing once they know how. I follow this up with other demonstrations that work the same way — people think they can't do something and then discover that they can. The various challenges can be tackled in pairs, groups or teams.

Creative Problem-solving

Ian Rowland training junior managers at Ogilvy at their Head Office in London (formerly Ogilvy & Mather)

Another good theme for a team-building London event is 'Creative Problem-solving'. I teach six excellent and effective problem-solving stratehgies that anyone can use at work or in everyday life. I illustrate these six strategies using a range of puzzles and problems that seem tough at first — but become a lot easier when you apply the correct creative strategy. The various challenges can be tackled in pairs, groups or teams. I also relate the six strategies to famous business stories from the past that show the difference they can make.

Other Ideas

Ian Rowland training the management team at Healthcare Learning in London

I'd love to discuss the type of team building London event you are looking for and suggest ideas. I have plenty of experience to offer and, as a trainer and magician, I can devise a wide range of activities to keep any team happy, engaged and busy! www.ianrowland.com

Read about my work as a Trainer. Training: Creative Problem-solving. Training: Unlock Your Mind.

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