Selling to Vito the Very Important Top Officer Get to the Top, Get to the Point, Get to the Sale
Edition: 3rd 2010 (Revised)
List price: $19.99
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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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All the information you need in one place! Each Study Brief is a summary of one specific subject; facts, figures, and explanations to help you learn faster.
List price: $19.99
Copyright year: 2010
Publisher: Adams Media Corporation
Publication date: 7/15/2010
Size: 5.50" wide x 9.00" long x 1.00" tall
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.
|Prologue: Altitude and Attitude|
|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|
|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|
|Voice Mail Messages|
|Dealing with the Shunt; Qualifying the Opportunity|
|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|