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

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

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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

Closing Doesn't Make any Difference if You Can't Get In!

As the editor/author/publisher of "The Closers" series of books/audios/videos/newsletters/seminars, many people seek my opinion on the various sales training materials available in the marketplace. So when "Selling to VITO" first came out, I must've gotten a hundred phone calls and a couple dozen copies of it from my customers/clients, each wanting to know what I thought.

Here's what I think: In addition to my sales training series ("The Closers"), and in addition to all of the other excellent sales material out there that you might select, "Selling to VITO" should be in your sales training library. Why?

Because all of the selling skills on earth won't help you if you can't get in front of the decision maker to begin with . . . and "Selling to VITO" will help you do that. So do it. Grit your teeth and order a copy today!

Note: You may have noticed that all of my book reviews carry "5 Star" ratings(*****). But that's not the sign of a "soft reviewer." I only review books to which I can honestly give a "5 Star" rating. You may assume, therefore, that any sales training/self-improvement book without my "5 Star" rating is either something less than "5 Star," or I simply haven't gotten to it yet . . . and there are certainly plenty of those!

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Highly Recommended!

Are your sales in a slump? Chances are you're selling to the wrong people. In this A-to-Z primer, Anthony Parinello explains how to get your foot in the executive suite. To be successful in sales, he says, go right to the top. Although well organized, the content at times reads like a stream-of-consciousness speech. Many of the "secrets" Parinello reveals are plain common sense - it's hard to believe that anybody in sales wouldn't know them. His advice about using the Web for research is dated (when was the last time anybody used the term "information superhighway"?), but the principles he outlines are timeless and make this a great read which we recommend to performance-oriented sales people and sales managers. Overall, this inspirational, motivational account should fire up sales people and help them see the forest, not just the trees.

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Selling to VITO

Every sales professional needs to read this book. Very practical and realistic approach to reaching the real decision maker. I have used these principals and have seen my clients sales double and even triple within the first year of implementing these strategies.
John A. Thomas, CSP, CTS
CEO
The Thomas Consulting Group
www.thomasconsultinggroup.net

Very Good Practical Techniques

This book not only provides solid theory but gives practical examples that can be easily implemented even by those of us who have no sales experience. I highly recommend this book for anyone looking to get into sales or those with sales experience but looking to market to the VITO.

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Solid foundational book

First a warning. Some of the content of this book seems a little dated.

However, the fundamentals are there. This is definitely an in-the-trenches selling book, with real life examples and anecdotes. (Again, some are dated. Technology has changed our world so quickly, it seems quaint to be reading about a teleconferencing service as an innovation.)

But, don't overlook the good content. It is really, really important to be able to talk to VITOs - the decision makers - about their own business issues. And it takes a lot of research. But without it you are relegated to the "Seymour" (technical buyers who want to "see more - data, demos, references, etc.) who will almost always be a recommender, not the economic buyer.

It is essential to talk to the decision maker. You just don't have to go to the library anymore to find out who that is.

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