Author of the best-selling Selling to VITO (Very Important Top Officer) on the next generation of VITO how to get to VITO and once there how to close the sale. Based on his experience and the over one million salespeople who have studied his VITO process, Parinello now teaches you how to perfect your approach to the Very Important Top Officer in ten proven steps. Using Parinellos patented ten step process, case studies and stories from the top salespeople, Getting to VITO is a mandatory resource for any salesperson that wants to be at the top of their field and earn big money. Getting to VITO also includes a Personal Action Guide and an Implementation Matrix that schedules and tracks each of the steps necessary to getting to VITO. TABLE OF CONTENTS: Foreword Step One: Value Inventories Step Two: TIPs from VITO Step Three: VITO Opportunity Management Step Four: Finding the Approver Step Five: CUT to the Chase Step Six: Initial Approach Strategies Step Seven: The Elevator Pitch Step Eight: The Gatekeeperally or adversary Step Nine: Qualifying First-Call Objectives Step Ten: The Surrogate Sales Manager
Book Details:
- Author: Anthony Parinello
- ISBN: 9780470358559
- Year Published: 2005
- Pages: 272
- BISAC: BUS058000, BUSINESS & ECONOMICS/Sales & Selling / General
About the Book and Topic:
Author of the best-selling Selling to VITO (Very Important Top Officer) on the next generation of VITO how to get to VITO and once there how to close the sale. Based on his experience and the over one million salespeople who have studied his VITO process, Parinello now teaches you how to perfect your approach to the Very Important Top Officer in ten proven steps. Using Parinellos patented ten step process, case studies and stories from the top salespeople, Getting to VITO is a mandatory resource for any salesperson that wants to be at the top of their field and earn big money. Getting to VITO also includes a Personal Action Guide and an Implementation Matrix that schedules and tracks each of the steps necessary to getting to VITO. TABLE OF CONTENTS: Foreword Step One: Value Inventories Step Two: TIPs from VITO Step Three: VITO Opportunity Management Step Four: Finding the Approver Step Five: CUT to the Chase Step Six: Initial Approach Strategies Step Seven: The Elevator Pitch Step Eight: The Gatekeeperally or adversary Step Nine: Qualifying First-Call Objectives Step Ten: The Surrogate Sales Manager
FOLLOW-UP TO VITO: Getting to VITO is the follow-up that Tonys readers have been begging for. A true planning and implementation guide, Getting to VITO is an indispensable tool for every salesperson. BEST SELLING AUTHOR: Tonys book Selling to VITO has sold over 500,000 copies (two editions) and Secrets of VITO was a Wall Street Journal bestseller. AUTHOR PLATFORM: Tony speaks and trains thousands of people per year. Tony gives on average 60 speeches per year. Tony also has an internet radio program on (www.sellingacrossamerica.com) that has tens of thousands of listeners and has just been picked up by America Online.
About the Author
In 1995 Tony Parinello started a revolution. He created his own brand of sales training called Selling to VITO TM, the Very Important Top Officer. Today, the majority of Fortune 100 and over 1.5 million sales people create bigger deals in less time using his programs. Through his internet talk shows, he personally coaches sales and marketing professionals and entrepreneurs all over the world. Tony is a Wall Street Journal best-selling author and creator of Selling Across America, an internet talk show dedicated to salespeople. He is the Sales Expert on Entrepreneur.com, a site that is visited by more than 2 million unique visitors each and every month. Tony has written six powerful, practical and tactical books on the topic of selling: Getting to VITO, Stop Cold Calling Forever, Getting the Second Appointment, Think and Sell Like a CEO, The Complete Idiots Guide to Dynamic Selling and his massively popular Selling to VITO, the Very Important Top Officer which has sold over 800,000 copies. Tony lives in San Diego, CA.