Selling to Vito the Very Important Top Officer Get to the Top, Get to the Point, Get to the Sale

ISBN-10: 1440506698

ISBN-13: 9781440506697

Edition: 3rd 2010 (Revised)

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Description: 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.

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Book details

List price: $19.99
Edition: 3rd
Copyright year: 2010
Publisher: Adams Media Corporation
Publication date: 7/15/2010
Binding: Paperback
Pages: 256
Size: 5.50" wide x 9.00" long x 1.00" tall
Weight: 0.638
Language: English

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
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