Uncommon Sense: Shift Your Thinking. Take New Action. Boost Your Sales

ICONOCLASTIC: Uncommon Sense tackles some of the unproductive ideas that sales people are taught, as symbolized by such cliches as elevator pitches , always be closing and unique value
demonstrate that your product is best in class , the common nonsense.

RESET YOUR THINKING: This book is focused more on how we all think (both the seller and the customer) rather than on techniques and actions. The author says we need to look at sales and customers differently, as people. We need to genuinely seek understanding of their requirements.

BE RELEVANT: Everyone company strives to be the best and every sales person says their product will be the best for the customer. The customer is really looking for the solution that is most relevant, and if the sales person can find out how to be the most relevant, they will succeed.

ACTIVE AUTHOR: Harrington is in high demand as a speaker and consultant, is very good with media and will be promoting the book in the U.S.

U.S. Presense: though the author lives in Toronto, she has a strong U.S. presence with about 1/3 of her work being with American clients. Her client list includes Delta Hotels, Hilton Hotels, Xerox, Sun Life Financial, John Deere, and Mandarin Oriental Hotels.