Selling To VITO (The Very Important Top Officer) | Anthony Parinello

Selling To VITO (The Very Important Top Officer) | Anthony Parinello | Are you a hungry hunter in bad need of your next meal?

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Selling To VITO (T...

	Selling To VITO (The Very Important Top Officer) Anthony Parinello Adams Media, 1999 - 240 pages average customer review:based on 55 reviews view larger image
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highly recommended

Kicking in the front door to higher sales

Everyone talks about how to sell to the customer once your in the door and have an established relationship with the account. Anyone who's gone through Solution Selling, SPIN, etc., understands the need to listen to the customer and direct him/her to your solution. The unanswered question remains - how do you get in front of the right person to begin with. What if you've never called on the account before and have no relationship. Selling to VITO will give you a workable blueprint for effectively getting to the right person. I've tried it and I like the structured approach. It also offers great advise on how to avoid spending much time with SEMORE, the guy who will suck up your time with never ending requests for information but unable to actually buy your product. While your "hit" rate will depend on how closely aligned your product is to who you think VITO is in your suspect organization, with "Selling to Vito" you will be better armed to get in the door and stay there. - SM

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Are you a hungry hunter in bad need of your next meal?

Selling to VITO is the ONLY sales book/method I have recommended to others and will continue to do so. Instead of head-in-the-ether vagaries, Tony gives you no-nonsense, step-by-step actions you can take TODAY to fill your funnel with new opportunities. But if you're expecting 100% success, pass on the book. Tony's methods are only as valuable as your last successful sale and your ability to quantify that value for a prospective customer executive. Provided you can do that & you can get his methods in front of the RIGHT prospects, you will be fed! Read every chapter - especially the one on 'pigeon holing' - and then get to work. It's hard. It's very uncomfortable. It's effective. Good selling...

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Big impact

I used the material in this book to revamp my sales approach and have had tremendous results. I have found the ideas and strategies on how to get the top executives attention to be invaluable. At my current pace, I should top my quota in the first 9 months. Wish I had known this stuff years ago.

Fabulous Stuff

Dear Anthony, Just read you book for the third time. Fabulous Stuff! Gave 15 to my top customers who are in the professional services business (large law firms, accounting, advertising, insurance, etc.). We are all adopting your approach. Would love to have you at our next Roundtable in April.God Bless and keep up the great work. Kindest Personal Regards

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This book has brought me a significant ROI!