Selling To Vito

The Very Important Top Officer

Anthony Parinello

• Publisher: Adams Media
• Year: 1999
• Print ISBN:
  9781580622240
• eBook ISBN:
  9781440501944
• Topic: Business
• Subtopic: Business General
• Index: Business

Selling to Vito contains all the tactics you need to get appointments with impossible-to-reach top decision-makers. They in fact are the Very Important Top Officers (VITOs), the people with the ultimate veto power who hold the key to bigger commission checks, every sales award you could possibly win, and VITO to VITO referrals that you can take to the bank!
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.

Table of contents

• Cover Page
• Title Page
• Copyright
• Dedication
• Contents
• The purchase of this book includes career-long tele-mentoring
• Foreword
• Acknowledgments
• Introduction
• Meeting and Becoming VITO's Business Partner
• The Time Is Right
• Adding Value to VITO's Day
• The Five Keys to Working with VITO
• A Portrait of VITO
• Other Players in the Drama — and the Influence and Authority Network
• The Seymour Problem
• Contacting VITO
• Call Objectives
• More Research You'II Need to Do Before Contacting VITO by Mail
• Benefits — and the Headline of Your Letter
• The Rest of the Letter to VITO
• Making Your VITO Call
• Getting VITO's Attention by Phone
• The Gatekeepers
• Voice Mail Messages to VITO
• The Pigeonholing Problem
• Meeting VITO and Keeping VITO Involved
• Preparing for Your Presentation to VITO
• Delivering Your Presentation to VITO
• Meeting with VITO by Phone and in Person
• Keeping VITO Involved
• Success!
• Success!
• Some Final Thoughts on Your Current Accounts
• Some Common Questions
• Congratulations!
• Appendix A: Your Prospecting Ratio
• Appendix B: The Template of Ideal Prospects (TIP) and the Benefit Matrix
• Appendix C: More Tips on Creating Equal Business Stature with VITO
• Appendix D: Talk Back!
• APPENDIX D: YOUR FASTEST WAY TO SUCCESS
• SELLING TO VITO
• About the Author