Sales Training Team

You'll quickly learn how to:
Get into new accounts at the top
Keep out of time-consuming log-jams-and into VITO's office
Promote loyalty at the top with existing customers and capture add-on business
Increase the size of every sale

Selling To VITO offers innovative new ideas and street-smart tactics for reaching the very top person in any organization. It's based on the seminars that have helped thousands of sales professionals from top corporations like Canon, 3M, Hewlett-Packard, and MCI bust quotas and increase commissions. It can help you, too, by getting you to the right person so you can do what you do best: SELL!

Anthony Parinello is without question the country's foremost expert on getting appointments with, and selling to, top decision makers. This book is the product of his twenty-three years of award-winning sales performance.

The problem with most sales trainings is that they say "call on the decision-makers" but neglect to teach you the right way to reach that person. Many large firms now have preferred-vendor programs and limit from whom they will buy; if you aren't on the "A" list, you won't even get in the door. So if you tend to call on the end user or the purchasing manager, you may find you have trouble making sales except to your established customers. Real explosive sales growth comes from developing new customers, and if you sell important services or capital equipment, or even supplies you should be talking to the decision-makers.

Important people have rings of handlers, gatekeepers and other systems to protect their time and attention. You might have just the product that will save their company money, streamline their production, solve a pressing problem and be just what they are looking for. But if you don't have the tools to get your message across to the man or woman who can make it happen, they may never find out.

Years ago, I had sales training done by a VP of a successful firm. He explained how to contact top decision makers by making yourself be seen as a mutually beneficial business partner. For example, the book explains how to write a value proposition in a letter that explains how you can provide mutual benefits, without trying to get an in-person sales call. It also explains how to deal with the gatekeepers--they've heard it all, seen it all, so you'd better be treating the VITO's admin assistant as if he or she were the top officer themselves. And it gives important info on using the phone--phone skills can be more effective than sales calls. This book is a tremendous resource for training people to break out of their habits and reach the customer who can really make things happen.