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Product Description
Product Description
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."
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."
From the Back Cover
The author of the bestseller Selling to VITO returns with a 10–step plan for finding VITO and getting his attention
"However much you are earning in sales today, this book shows you how to earn twice as much—by getting to VITO faster than you ever thought possible."
—Brian Tracy, author, Getting Rich Your Own Way
"If you subscribe to the theory, as I do, that the most important part of selling is getting in the door to see a decision maker, this is the book you want to read. Nobody does or teaches this aspect of selling better than Tony Parinello."
—Warren Greshes, internationally recognized expert on sales and personal improvement, host of the weekly Internet radio show So Who′s Stopping You? on World Talk Radio
"Tony Parinello has done it again! Learn what you need to do to step into the shoes of a professional. Shoes that will take you those 10 steps right into VITO′s office."
—Tom Hopkins, author, How to Master the Art of Selling
"Tony shares his knowledge openly, in great detail, sprinkled with his special brand of humor, and with empathy and a deep understanding for what salespeople have to do every single day. I wholeheartedly recommend this book to anyone who sells who isn′t currently sitting at their desk with the phone ringing off the hook with more orders coming in than they can possibly handle."
—Dave Stein, author, How Winners Sell
Inside This Book
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First Sentence
Who is VITO? Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
Who is VITO? Read the first page
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Concordance
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Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews
Most Helpful Customer Reviews
1 of 1 people found the following review helpful
Format:Paperback
This well-disciplined book reflects the focus, clarity and drive required to sell successfully to the top dogs at corporations great and small. Top corporate officers often have specific "Type A" personality characteristics. By factoring those attributes into the way you approach and sell to these "very important top officers," you'll increase your closing rate significantly. It's hard to imagine an aspect of top-echelon selling that author Anthony Parinello hasn't already considered, and his coaching here is particularly valuable for newer salespeople. getAbstract believes that anyone who wants to sell to the upper ranks of the corporate food chain ought to get to know VITO - and this book.
Format:Paperback
For novice salespeople or experienced closers, I believe this wraps up the fundamental knowledge you should know to be more effective in less time. It delivers it all as linear, easy to follow process reinforcing what you know, highlighting what you need to know and in the exercises,Parinello gets you to do what you know you should be doing... but simply never get around to. Real value lies within these pages. Thanks Anthony
Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
7 reviews
15 of 15 people found the following review helpful
Parinello Turns the Sales Game into an Art Form
13 Mar 2005
Format:Paperback
Anthony Parinello is at it again. The sales training guru and author of several sales-related books, including the excellently written "Getting the Second Appointment" leads the way once again into the office of Very Important Top Officers (VITO). In his latest book, "Getting to Vito," Parinello elaborates even more on why it is important to reach and sell to VITO.
In this new book, the author stresses the importance of pre-planned calling, prioritization, correspondence, and many other topics that are designed to get salespeople talking with and selling to executive level officers. Not only does the book serve as a must-have reference guide but also as a motivator to all salespeople who go through the rigmarole of sweet talking gatekeepers, leaving tons of voicemail messages, and making sales presentations, and getting no results.
The chapter on how to leave voicemails (The Art of the Voice Mail Message) is a humorous and inspiring treat. Though the method he suggests requires energy, tenacity, and above all, courage, readers should expect to notice a higher number of returned calls in no time after using this technique.
Though the book contains lots of material from some of Parinello's earlier work, it should still be a useful tool for anyone who reads it and wants to sell to executives, especially those who have never read his previous books. This book is a must-have for sales folks who want to get out of the rut of performing below quota and want to make a powerful impact in sales. Parinello turns the sales game into an art form.
Recommended.
Emanuel Carpenter
[...]
In this new book, the author stresses the importance of pre-planned calling, prioritization, correspondence, and many other topics that are designed to get salespeople talking with and selling to executive level officers. Not only does the book serve as a must-have reference guide but also as a motivator to all salespeople who go through the rigmarole of sweet talking gatekeepers, leaving tons of voicemail messages, and making sales presentations, and getting no results.
The chapter on how to leave voicemails (The Art of the Voice Mail Message) is a humorous and inspiring treat. Though the method he suggests requires energy, tenacity, and above all, courage, readers should expect to notice a higher number of returned calls in no time after using this technique.
Though the book contains lots of material from some of Parinello's earlier work, it should still be a useful tool for anyone who reads it and wants to sell to executives, especially those who have never read his previous books. This book is a must-have for sales folks who want to get out of the rut of performing below quota and want to make a powerful impact in sales. Parinello turns the sales game into an art form.
Recommended.
Emanuel Carpenter
[...]
2 of 2 people found the following review helpful
How to sell to top-ranking customers
3 Nov 2008
Format:Paperback
This well-disciplined book reflects the focus, clarity and drive required to sell successfully to the top dogs at corporations great and small. Top corporate officers often have specific "Type A" personality characteristics. By factoring those attributes into the way you approach and sell to these "very important top officers," you'll increase your closing rate significantly. It's hard to imagine an aspect of top-echelon selling that author Anthony Parinello hasn't already considered, and his coaching here is particularly valuable for newer salespeople. getAbstract believes that anyone who wants to sell to the upper ranks of the corporate food chain ought to get to know VITO - and this book.
2 of 2 people found the following review helpful
So far so good
12 April 2008
Format:Paperback
This book was recommended by a friend who is very successful in sales.
I am not quite done with it yet, but so far it's really good. It's putting me into the mindset in which I need to be, and giving very specific instruction for every aspect of contacting the important people with which i will need to communicate. It includes exercises along the way to make you start creating your vito letter a little at a time, while the description is clear in your mind. I'm happy with the change in my thinking.
I am not quite done with it yet, but so far it's really good. It's putting me into the mindset in which I need to be, and giving very specific instruction for every aspect of contacting the important people with which i will need to communicate. It includes exercises along the way to make you start creating your vito letter a little at a time, while the description is clear in your mind. I'm happy with the change in my thinking.
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