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Oct 27 2009

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

Posted by admin in Sales Books, tags: getting, important, office, officer, steps, very, vito, vitos
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Getting to VITO (The Very Important Top Officer): 10 Steps to VITO's Office
 
Manufacturer: Wiley
Customer Rating:
 
List Price: $19.95
Sale Price: $13.57
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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."

Product Details
  • ISBN13: 9780471675198
  • Condition: New
  • Notes: BUY WITH CONFIDENCE, Over one million books sold! 98% Positive feedback. Compare our books, prices and service to the competition. 100% Satisfaction Guaranteed

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Customer Reviews
An experienced view of reality.
 
Review Date: January 11, 2007
Reviewer: Cameron Quinn, Gold Coast, Australia
Parinello speaks with many years of exeperience. The formula he presents actually makes the often daunting task of sales a lot of fun, because it actually places YOU in a position of control through understanding the process much more clearly. This book along with Parinello's other books have become my primary source of sales reference (and success). Andtheonline support and training is sensational.
Business Development Excellence
 
Review Date: February 11, 2007
Reviewer: E. R. Gilliatt, Kiev, Ukraine
Tom Peters gave us "In Search of Excellence" many years ago for developing well-run companies. This is my second "VITO" book from Mr. Parinello, and it eclipses the first one which I used very successfully. This is the guidepost for anyone who sells into Fortune 500 and global companies on finding and practicing Business Development Excellence. If you are serious about selling success, this is your "magic bullet!"
E.R.G MBA/TM
Vice President of Business Development
International Software Productivity and Engineering Institute
Kiev, Ukaine
An essential 21st-century updating of the classic VITO selling system
 
Review Date: June 10, 2006
Reviewer: Unapologetic Muslim Capitalist, Massachusetts
When Parinello's first book came out in the mid-nineties, e-mail was a novelty, the World Wide Web had barely been spun, and line managers had a heck of a lot more independent spending authority than they have today.

The massive changes in communications and business philosophies that have taken place since then have made Parinello's take-it-to-the-top selling approach all the more relevant for contemporary sales forces. This book is required reading for anybody who's ever had to stare a quota straight in the eye. If you have to buy one of Parinello's books, it should be this one.
Parinello Turns the Sales Game into an Art Form
 
Review Date: March 13, 2005
Reviewer: Emanuel Carpenter... Author/Reviewer, Cleveland, Ohio
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
[...]
So far so good
 
Review Date: April 12, 2008
Reviewer: P. dewaal, beautiful new jersey
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.

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