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Home > Business & Economics > Marketing - Selling > Getting to VITO (TM) (The Very Important Top Officer): 10 Steps to VITO's Office-eBook

Getting to VITO (TM) (The Very Important Top Officer): 10 Steps to VITO's Office

Parinello, Anthony

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The author of the bestseller Selling to VITO returns with a 10-step plan for getting to the Very Important Top Officer's top of mind, top of wallet, and top of their "to-do" list

Anthony Parinello's Selling to VITO introduced salespeople everywhere to the Very Important Top Officer-and taught them the precise steps of how to sell to the person with the ultimate veto power. Now, Parinello returns with Getting to VITO, a one-of-a-kind sales resource that offers proven, best-practices advice on how-to get into VITO's head, get into their budgets, and get on their team as a "trusted advisor."

Based on Parinello's own extensive sales experience-as well as the experiences of the more than one million salespeople who've studied his VITO process-Getting to VITO shows salespeople how to:
* Find and pre-qualify the real VITO
* Establish real value in VITO's eyes
* Cut to the chase with seven different correspondence modalities
* Disarm every first-call objection a salesperson may encounter
* Deliver the show-stopper "elevator" pitch for every industry
* One-on-one coaching from Parinello's own professional coach!

Anthony Parinello (San Diego, CA) is the country's foremost expert on selling to top officers. His bestselling book and audiotape program Selling to VITO (The Very Important Top Officer) has sold more than 500,000 copies. Parinello's Secrets of VITO: Think and Sell Like a CEO was a Wall Street Journal bestseller and his most recent book Getting the Second Appointment has been accepted by his following as the new sales process of "choice."

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Title of ebook: Getting to VITO (TM) (The Very Important Top Officer): 10 Steps to VITO's Office
ISBN: 9780471718918
Publisher: John Wiley & Sons, Inc.
Internet download file size: 1685 kb
Pages: 258
Released online for download: 01-14-2005
Author of eBook: Parinello, Anthony

Getting to VITO (The Very Important Top Officer)

Chapter One

Setting the Stage

VITO Principle #1: Everything changes.

Who is VITO?

VITO is the Very Important Top Officer-the man or woman who sits at the top of every single one of your target groups of prospects and customers who has the ultimate authority to make your sale materialize or disappear.

If VITO doesn't want to buy your stuff, the sale is not going to happen, no matter how many purchasing peons, interns, or technical experts say it's a great idea. Ever had a "sure thing" sale evaporate mysteriously? Five will get you ten that VITO, whom you never met, happened to mention to someone that what you were offering didn't seem like a great idea. Whoosh. You went from the hot new thing to radioactive in 10 seconds.

If VITO does want to buy your stuff, then the sale is going to happen, no matter how many senior VPs, entrenched suppliers, or relatives of the cur ... read full excerpt from Getting to VITO (TM) (The Very Important Top Officer): 10 Steps to VITO's Office ebook