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Selling To VITO (The Very Important Top Officer), by Anthony Parinello
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Selling to Vito contains all the tactics you need to get appointments with impossible-to-reach top decision-makers. They in fact are the Very Important Top Officers (VITOs), the people with the ultimate veto power who hold the key to bigger commission checks, every sales award you could possibly win, and VITO to VITO referrals that you can take to the bank!
You'll quickly learn how to:
- Get into new accounts at the top
- Keep out of time-consuming log-jams-and into VITO's office
- Promote loyalty at the top with existing customers and capture add-on business
- Increase the size of every sale
Selling To VITO offers innovative new ideas and street-smart tactics for reaching the very top person in any organization. It's based on the seminars that have helped thousands of sales professionals from top corporations like Canon, 3M, Hewlett-Packard, and MCI bust quotas and increase commissions. It can help you, too, by getting you to the right person so you can do what you do best: SELL!
Anthony Parinello is without question the country's foremost expert on getting appointments with, and selling to, top decision makers. This book is the product of his twenty-three years of award-winning sales performance.
- Sales Rank: #776959 in Books
- Published on: 1999
- Released on: 1999-09-01
- Original language: English
- Number of items: 1
- Dimensions: .70" h x 5.88" w x 9.50" l, .87 pounds
- Binding: Paperback
- 240 pages
Review
"After twenty years of selling, I realize not having this information has probably cost me four million dollars income!" -- Frank Hayes, Charlotte, NC
"As a result of implementing Tony's ideas, I won my company's Rookie of the Year award, became the third ranked salesperson in a company of 1,000 salespeople, and emerged as the #1 sales rep in the West." -- Peter T. D'Errico, Sales Representative
"Destined to become a widely recommended reference by all sales professionals who are serious about achieving greatness." -- Tom Hopkins, Author, How to Master the Art of Selling
"With Tony as your coach and Selling to VITO as your training guide...you'll become unstoppable." -- Dr. Denis Waitley, Author, The Psychology of Winning
About the Author
Anthony Parinello is one of the most innovative sales trainers in America today. His passion is in his sales and public-speaking career. When he's not on the speaking platform, you can find Tony with his wife Nancy trekking the Himalayas, scuba diving in Palau, on a photographic safari in Africa, or in any number of other exotic locales. Mr. & Mrs. Parinello live in California.
Most helpful customer reviews
3 of 3 people found the following review helpful.
A Different Type of Sales Book
By DaJamMaster
I've been in sales many years. I've read a LOT of sales book and listened to a lot of tapes. Nowadays, I tend to skim them because most books are just a rehash of old ideas. Parinello has done something here that I have never heard of before. He asks the reader to "trust" that his method will work "as is." I have done just that. I followed his cookbook approach to making contact with VITO. It has worked for me better than 50% of the time. Deviate, skip steps or embellish and you're on your own. I'm not saying that all his ideas are great, but his formula for gaining access to VITO works. What to do when you get the meeting, I wouldn't leave to Parinello. Try Spin Selling & Strategic Selling for the rest of it.
SPIN Selling
The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
2 of 2 people found the following review helpful.
Valuable topic with lots of specifics
By Phil
This book helps me remember that regardless of who I'm talking to, there is a VITO. The person who has the final veto power, regardless of where they show up on the organizational chart. Finding out who that person is and making sure I include them in my sales process can make a sale that otherwise wouldn't happen.
The book is filled with specific advice and guidelines. I especially like chapter 4's portrait of VITO. It helps me better understand how to deal more effectively with this key person.
Chapter 21 is another favorite of mine. It answers the most common questions that come to mind when we start applying what the book teaches. That helps make the book even more practical.
I'm glad a colleague of mine recommended this book to me. It's an excellent investment of time and a little money.
19 of 21 people found the following review helpful.
Kicking in the front door to higher sales
By A Customer
Everyone talks about how to sell to the customer once your in the door and have an established relationship with the account. Anyone who's gone through Solution Selling, SPIN, etc., understands the need to listen to the customer and direct him/her to your solution. The unanswered question remains - how do you get in front of the right person to begin with. What if you've never called on the account before and have no relationship. Selling to VITO will give you a workable blueprint for effectively getting to the right person. I've tried it and I like the structured approach. It also offers great advise on how to avoid spending much time with SEMORE, the guy who will suck up your time with never ending requests for information but unable to actually buy your product. While your "hit" rate will depend on how closely aligned your product is to who you think VITO is in your suspect organization, with "Selling to Vito" you will be better armed to get in the door and stay there. - SM
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