Selling to VITO the Very Important Top Officer Get to the Top. Get to the Point. Get to the Sale

Name: Selling to VITO the Very Important Top Officer Get to the Top. Get to the Point. Get to the Sale
Price: 4.04 USD
Availability: InStock
ISBN: 9781440506697

ISBN-10: 1440506698

ISBN-13: 9781440506697

Edition: 3rd 2010 (Revised)

Authors: Anthony Parinello

List price: $20.99

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Based on seminars that have helped thousands of sales performers from top corporations such as Canon and Hewlett-Packard, this book contains tactics to get appointments with impossible-to-reach top decision-makers.

Book details

List price: $20.99
Edition: 3rd
Copyright year: 2010
Publisher: Adams Media Corporation
Publication date: 7/15/2010
Binding: Paperback
Pages: 256
Size: 5.50" wide x 8.44" long x 0.60" tall
Weight: 0.638

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." For more information about Tony and the VITO movement visit: "www.vitoselling.com" or call: 1-800-777-VITO.



Acknowledgments


Foreword


Prologue: Altitude and Attitude


Introduction



Meet VITO, the Very Important Top Officer



Are You Ready to Sell to VITO?



Spotlight on the Sales Process



Replicate, Replicate, Replicate



Six Big Reasons to Contact VITO First



Influencers and Recommenders



How Not to Communicate with VITO



Twelve Attitudes and Traits You Must Own to Sell to VITO



The Principles of VITO Marketing



VITO's Time



Exponential Revenue Increases



Two Rules for Snagging the Intentional Area of VITO's Brain



The Six Elements of VITO Correspondence



Delivering the Message-Your Telephone Opening Statement to VITO



What to Do When VITO Picks Up the Phone



Three Obstacles, Eight Steps



The Gatekeepers



Voice Mail Messages



Pay Dirt



Dealing with the Shunt; Qualifying the Opportunity



Second Contact



In-Depth with VITO



Acquisition, Retention, and Winning Back



The VITO Zone



The Holy Grail



The Template of Ideal Prospects (TIP) and the Benefit Matrix



Finding VITO, Tracking VITO



Social Media and VITO



Your Prospecting Ratio


Index