Selling to VITO the Very Important Top Officer

Get to the Top. Get to the Point. Get to the Sale.

By: Anthony Parinello

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Paperback | 15 July 2010 | Edition Number 3

At a Glance

Paperback
256 Pages

Edition Type
Revised

Dimensions(cm)
21.43 x 13.97 x 1.52

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There has never been a sales book that gives you one-on-one, personal help to catapult your sales career and your personal income to a level that will surprise you and shock your sales manager! You'll stop . . . ?wasting your precious selling time with "non-decision" makers ?getting any rejection whatsoever from gatekeepers ?working your keester off for itsy, bitsy sales ?losing sales that you thought you were going to win ?not making your sales quota You'll start . . . ?making sales that are up to 65 percent bigger ?cutting your sales cycle in half ?getting as much as 120 percent more add-on business from your existing customers ?getting VITO to VITO referrals worth pure gold ?making the income that you really deserve AUTHOR: Tony Parinello is no armchair salesperson -- he has personally trained more than 2.5 million salespeople, and the majority of the Fortune 500. He has written eight wildly successful books and promises you that "when he stops doing what he teaches he'll stop teaching and writing about it."

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Acknowledgments	p. ix
Foreword	p. xi
Prologue: Altitude and Attitude	p. xiii
Introduction	p. xv
Meet VITO, the Very Important Top Officer	p. 1
Are You Ready to Sell to VITO?	p. 7
Spotlight on the Sales Process	p. 17
Replicate, Replicate, Replicate	p. 35
Six Big Reasons to Contact VITO First	p. 45
Influencers and Recommenders	p. 57
How Not to Communicate with VITO	p. 65
Twelve Attitudes and Traits You Must Own to Sell to VITO	p. 71
The Principles of VITO Marketing	p. 81
VITO's Time	p. 91
Exponential Revenue Increases	p. 97
Two Rules for Snagging the Intentional Area of VITO's Brain	p. 103
The Six Elements of VITO Correspondence	p. 109
Delivering the Message-Your Telephone Opening Statement to VITO	p. 123
What to Do When VITO Picks Up the Phone	p. 129
Three Obstacles, Eight Steps	p. 137
The Gatekeepers	p. 145
Voice Mail Messages	p. 153
Pay Dirt	p. 161
Dealing with the Shunt; Qualifying the Opportunity	p. 167
Second Contact	p. 175
In-Depth with VITO	p. 183
Acquisition, Retention, and Winning Back	p. 191
The VITO Zone	p. 199
The Holy Grail	p. 205
The Template of Ideal Prospects (TIP) and the Benefit Matrix	p. 213
Finding VITO, Tracking VITO	p. 217
Social Media and VITO	p. 221
Your Prospecting Ratio	p. 225
Index	p. 233
Table of Contents provided by Ingram. All Rights Reserved.

Selling to VITO the Very Important Top Officer

Get to the Top. Get to the Point. Get to the Sale.

At a Glance

Paperback

Shipping

How to return your order

Defective items

You Can Find This Book In

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