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

Selling To VITO (The Very Important Top Officer) | Anthony Parinello | A must-read for any sales professional, rookie & vet alike!

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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

Great book for opening doors

This book not only talks about ways in which to get to the decision makers you need to sell to, but gives you the exact letter writing and phone calling skills to do so. My personal experience so far has shown it's ideas to work. Out of 13 top targets for my territory, I received a 31% success rate in getting the attention of the VITO, and starting the sales process where 0% communication existed before. The book really works.

A must-read for any sales professional, rookie & vet alike!

This book is magnificent. The techniques are real-world and are backed up with specific examples. The author spends time teaching, not talking about himself. This book would benefit any sales professional at any point in his or her career. Read it and turbo charge your career and earning power.

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Break away from the canned letter approach

This is a useful guide for sales professionals. Many sales managers and companies will have some sort of letter library. The problem is that most of these letters were written by marketing people, and they do not understand what motivates many top executives into buying your product. They are so canned, and 99% of them will be filed in the circular file under "G." Most executives could care less about all the bells and whistles your product has. They care about how your product or service will add to their bottom line.

If you can follow Tony Parinello's line of reasoning, you will succeed in landing corporate sales. This is not something you can pick up overnight. Selling to Vito is an excellent component to a salesman's library.

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it is a useful book for beginers.

Mr. Parinello seems to have some unresolved issues with those of us who graduated from college. I have never before encountered a person who is so full of contempt for engineers, accountants, programmers, managers, and all other professionals who chouse to graduate from University rather than make cold calls to little old ladies.
Putting Mr. Parinello's high-school drop out attitudes towards education aside, the book is not too bad. If you have never sold anything to an organization before then you can learn a decent approach from this book and then adopt it to your own situation. Just don't take Parinello's cheesy pitches too seriously. You will make a fool of yourself in front of the top managers you will talk to. Many if not most of them got an MBA degree. They will catch your bluff it you try to talk to them about financial concepts that you don't know much about.

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reviews: 1, 2, 3, 4, page 5, 6, 7, 8, 9, 10, 11

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