This book 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.
Customer Reviews:
Avg. Customer Rating: 4.5 / 5.0
Sound and creative strategies to reach the top officers All too frequently, sales reps waste tremendous amounts of time presenting to people who only have the authority to say no. They rely on these people to go the the decision maker and do the selling for them, which those of us who have spent a lot of years in the field know rarely happens. Going back to Sales 101, everyone learned to present to the decision maker but why do so many who know this fail to do it? 1. Fear of approaching VITO. 2. Lack of an effective strategy. In Selling to VITO, Anthony... more info
Selling To Vito I have purchased Anthony's books and used his methods for over 7 years. I've been the number one or number two sales representative in my sales category for for six consecutive years. I believe one of the main reasons for my consistency is the fact that my sales process typically starts with the person who can sign the check. I highly recommend Mr Parinello and his books to anyone that wants to speed up the sales cycle, have more fun, and make more money :)
Top Executives Are Hard To Reach, This Book Helps I have read many business books that are the same old same old. This book is different. It focuses on getting into see that Very Important Top Officer in a company. These are the people that we all want to know, but have trouble getting to call us back. The c-level executives today are too busy and cold calling just does not work. To reach them you need to be tenatious and creative. This book does a great job of showing you the way to stand out from the crowd and get VITOs to return your phone calls.... more info
A Different Type of Sales Book 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... more info
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