TCII :: Management Consultants
Building Profitable Business
Other useful resources:
Send this page to a friend
November 2009
Getting to VITO (the Very Important Top Officer): 10 Steps to VITO's Office by Anthony Parinello
Summary
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!
Previous books of the month >>
Search this site
The TCii Blog
RSS Blog Feed