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Selling to Vito: (The Very Important Top Officer) (Paperback)

by Anthony Parinello (Author) "WELCOME TO THE NEW ECONOMY ..." (more)

4.5 out of 5 stars See all reviews (14 customer reviews)

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Product details

Paperback: 240 pages
Publisher: Adams Media Corporation; 2nd Revised edition edition (19 Jul 1999)
Language English
ISBN-10: 1580622240
ISBN-13: 978-1580622240
Product Dimensions: 23.1 x 15 x 2 cm

Average Customer Review: 4.5 out of 5 stars See all reviews (14 customer reviews)

Amazon.co.uk Sales Rank: 59,947 in Books (See Bestsellers in Books)

Popular in these categories:

#17 in	Books > Business, Finance & Law > Sales & Marketing > Sales Techniques
#67 in	Books > Business, Finance & Law > Management > Human Resources > Coaching & Mentoring
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Product Description

Gives tips on how to maximize one's selling potential by getting appointments with Very Important Top Officers (VITOs), improving the size of the sale and the commission.

Inside This Book (Learn More)

First Sentence
WELCOME TO THE NEW ECONOMY. Read the first page

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Customer Reviews

14 Reviews

5 star:		(10)
4 star:		(3)
3 star:		(0)
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4.5 out of 5 stars (14 customer reviews)

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Most Helpful Customer Reviews

12 of 12 people found the following review helpful:

4.0 out of 5 stars It works!, 8 Jan 2003

By	C. M. Perkins (Stirling, Scotland.) - See all my reviews (TOP 500 REVIEWER) (REAL NAME)

I first read this book when I was brand new to business to business sales and it got me in front of top decision makers straight away. It continues to do so.

It's a process that needs to be followed. The VITO letter is a winner - and it can easily be a fax or an e-mail (e-mail works particularly well for me). The 'Portrait of VITO' is great for more inexperienced salespeople; the breakdown of VITO's results orientation is something every salesperson should read - are you talking this person's langauage? If you are, you'll do fine with a VITO over the phone (I also use Stephan Schiffman's 'Cold Calling Techniques that really work' and have one of the highest calls to appointments ratios in my region).

The biggest wake-up call in this book for me was the "Seymours". The kind of low ranking decision maker who wants to 'see more' proposals, see more charts, samples, brochures, etc. I realised that while I thought I was making progress with these people it was the biggest waste of time ever.

All in all, this book got my B2B sales career off to an excellent start and I continue to use Parinello's principles. For additional motivation I ordered the Selling to VITO tape, and hearing him speak is an inspiration. There's also a great story about voicemail at the end of the tape....

Use the VITO approach and your sales will increase.

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5 of 5 people found the following review helpful:

5.0 out of 5 stars Kicking in the front door to higher sales, 12 Nov 1998

By A Customer

This review is from: Selling to Vito - the Very Important Top Officer: Increase Your Commissions by Getting Appointments with Top Decision Makers Today (Paperback)

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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1 of 1 people found the following review helpful:

5.0 out of 5 stars Highly Recommended!, 9 Jun 2004

By	Rolf Dobelli "getAbstract.com" (Switzerland) - See all my reviews (TOP 50 REVIEWER) (REAL NAME)

Are your sales in a slump? Chances are you're selling to the wrong people. In this A-to-Z primer, Anthony Parinello explains how to get your foot in the executive suite. To be successful in sales, he says, go right to the top. Although well organized, the content at times reads like a stream-of-consciousness speech. Many of the "secrets" Parinello reveals are plain common sense - it's hard to believe that anybody in sales wouldn't know them. His advice about using the Web for research is dated (when was the last time anybody used the term "information superhighway"?), but the principles he outlines are timeless and make this a great read which we recommend to performance-oriented sales people and sales managers. Overall, this inspirational, motivational account should fire up sales people and help them see the forest, not just the trees.

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Most Recent Customer Reviews

4.0 out of 5 stars Review from a Sales Training expert for Selling to VITO...
Anthony Parinello bridges the gap in the quantity versus quality argument for cold callers. As a sales motivational speaker and author I meet many delegates who argue that quality... Read more

Published on 2 April 2007 by Gavin Ingham

5.0 out of 5 stars A Powerful Very Professional Approach
Written in a wonderfully easy, accessible style, Selling to VITO contains a very powerful approach to selling to senior people. Read more

Published on 1 Aug 2005

4.0 out of 5 stars A learning experience
Very good read. Anyone new to selling can learn some helpful tips to catch up on the more experienced guys. Read more

Published on 12 May 2003

5.0 out of 5 stars Are you a hungry hunter in bad need of your next meal?
Selling to VITO is the ONLY sales book/method I have recommended to others and will continue to do so. Read more

Published on 28 April 1999

5.0 out of 5 stars This book has brought me a significant ROI!
It's the most practicle, most effective sales approach that I have seen.

Published on 12 April 1999

5.0 out of 5 stars We market Selling To VITO and I'll tell you like it is!
This book is outstanding and the concepts it provides are simply outstanding! These are practical techniques coupled with a great salesperson's unique insight on what will get... Read more

Published on 13 Sep 1998

5.0 out of 5 stars I have tried it, This unique approach works!
I am the president of a company with 100 employees. As a small to mid-size company, we are always looking for ways in which to grow. Read more

Published on 15 Aug 1998

1.0 out of 5 stars Disappointing!
Selling To Vito:... At best, is for the beginner salesperson. The book recommends structured methods and selling procedures. Read more

Published on 28 Jun 1998

5.0 out of 5 stars Effective
Every time I tried the VITO approach, it worked.� It was scary, but it worked.� I was also pleased to find that everything in Selling to VITO was 100% consistent with High... Read more

Published on 14 May 1998

5.0 out of 5 stars A GREAT Sales book
Selling to VITO is a concise, well written book with clear examples and a clear goal. If you follow what it says, you will be able to sell to top officers. Read more

Published on 11 Mar 1998

› See all 14 customer reviews...

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