Getting to VITO (The Very Important Top Officer): 10 Steps to VITO's Office [NOOK Book]

Overview

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

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Overview

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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Product Details

  • ISBN-13: 9781118040225
  • Publisher: Wiley
  • Publication date: 12/22/2010
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 1
  • Pages: 272
  • Sales rank: 841,302
  • File size: 2 MB

Meet the Author

ANTHONY PARINELLO started a selling revolution in 1995 by creating his own brand of sales training called Selling to VITO, the Very Important Top Officer. Today, a majority of the Fortune 100 and over 1.5 million sales-people have adopted VITO Selling to land bigger deals in less time. To put Tony on your team, call him at: 1-800-777-VITO.
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Table of Contents

Acknowledgments.

Preface.

Don’t Skip This Part.

PART ONE: VITO Selling: The New Generation.

Chapter 1: Setting the Stage.

Chapter 2: Results and the Process That Drives Them.

Chapter 3: Value versus Values.

Chapter 4: Your Personal Value.

Chapter 5: Will the Real VITO Please Stand Up?

Chapter 6: VITO’s VITO.

Chapter 7: What You and VITO Already Have in Common.

Chapter 8: What You and VITO Could Have in Common.

Chapter 9: What’s on VITO’s Mind?

Chapter 10L Prioritize, Prioritize, Prioritize.

PART TWO: Making Contact.

Chapter 11: Previews of Coming Attractions.

Chapter 12: The VITO Referral.

Chapter 13: The Nine VITO Correspondence Elements.

Chapter 14: The Fab Five.

Chapter 15: Wave Goodbye to Seemore.

PART THREE: Best Practices.

Chapter 16: The Voice of Power.

Chapter 17: Six Goals for the Big Phone Call.

Chapter 18: The VITO “Elevator Pitch”.

Chapter 19: Allies at the Gate.

Chapter 20: The Art of the Voice Mail Message.

Chapter 21: Ten Steps to VITO’s Office.

Appendix A: Template of Ideal Prospects.

Appendix B: Meet Your Coach.

Appendix C: The Greatest Timesaving Tool in the Free World.

Index.

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Customer Reviews

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Sort by: Showing all of 4 Customer Reviews
  • Anonymous

    Posted March 14, 2005

    Parinello Turns the Sales Game into an Art Form

    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, 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.

    1 out of 1 people found this review helpful.

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  • Posted November 3, 2008

    more from this reviewer

    How to sell to top-ranking customers

    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.

    Was this review helpful? Yes  No   Report this review
  • Anonymous

    Posted July 9, 2011

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  • Anonymous

    Posted November 1, 2013

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