Jill Harrington, president of salesSHIFT and well-known member of the Canadian MICE industry, is releasing her first book this September.
Uncommon Sense: Shift Your Thinking, Take New Action, Boost Your Sales is targeted at all levels of sales professionals as well as sales managers and small business owners with selling roles.
“I wrote the book with a single purpose: to challenge salespeople to turn the traditional seller mind-set on its head,” says Harrington. “It’s time to dispense with the common nonsense of dusty old selling imperatives like elevator pitches, unique value propositions and ‘always be closing’. You have to stop thinking like a seller, and start thinking like a new breed of customers and prospects.”
In Uncommon Sense, Harrington reveals how to overcome a number of challenges, including getting time with prospects and clients; loosening the stranglehold of an established supplier; converting more leads into sales; and standing out from the competition.
As president of salesSHIFt, Harrington helps sales teams shift the way they think and act. She has worked with sales teams at Hilton Hotels & Resorts, Transcontinental Media, Softchoice Corporation, Sun Life Financial and more. Her salesShift blog was voted one of the top 50 sales blogs worldwide by Top Sales World in 2014. She was inducted into Meeting + Incentive Travel’s Hall of Fame in 2012 in the Industry Mentor category.
Lorella DePieri, program director at the Centre of Excellence in Sales Leadership at the Schulich School of Business, Executive Education Centre, says wholeheartedly recommends the book. “Jill has brought the essential messages from the tremendous body of work she delivers in her training and keynotes to this significantly wise book. A fun, fast and thought-provoking read that equips sales professionals with the ‘how to’ thrive in today’s competitive selling environment.”
Brian Tracy, author of The Psychology of Selling, calls it a “practical, powerful book.” “Based on years of proven methods and strategies, [it] will help you to get more and better meetings with better prospects, and make more sales, faster than ever before.”
Uncommon Sense is published by Figure 1 Publishing. It will be available online and in stores September 2017, and can be pre-ordered now.