Selling to Vito The Very Important Top Officer

ISBN-10: 1580622240

ISBN-13: 9781580622240

Edition: 2nd 1999

List price: $12.95
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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.
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Book details

List price: $12.95
Edition: 2nd
Copyright year: 1999
Publisher: Adams Media Corporation
Publication date: 9/1/1999
Binding: Paperback
Pages: 240
Size: 6.00" wide x 9.00" long x 0.75" tall
Weight: 0.880
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: "" or call: 1-800-777-VITO.

Meeting and Becoming VITO's Business Partner
The Time Is Right
Who Is This Guy?
It Worked!
Three Groups
Adding Value to VITO's Day
Changing Your Focus
Shareholder Value
Stick by VITO's Side When Times Are Rough
New Accounts, In-Process Accounts, and Current Customers
Don't Sell Futures to a VITO
The Five Keys to Working with VITO
To Work with VITO You Will Need Unshakeable Confidence
To Work With VITO You Must Be Willing to Develop Synergy Within Your Organization
To Work With VITO You Must Be Able to Build Business Rapport
To Work With VITO You Must Have an Unlimited Desire to Succeed
To Work With VITO You Must Have Unlimited Energy
A Portrait of VITO
VITO in a Nutshell
Now, What about Your VITO?
VITOs Always Tell the Truth
Other Players in the Drama--and the Influence and Authority Network
Managers and Directors
Intellects (or "Seymours")
The Influence and Authority Network
VITO Power
The Seymour Problem
What's in a Name
Seymour in a Nutshell
Now, What about Your Seymour?
Some Further Observations on Seymours
Who Does This Sound Like?
The Seymour Trap in a Nutshell
So Long, Seymour!
"But Seymour Is an Important Source of Information!"
"So How Do I Make the First Contact?"
Contacting VITO
Call Objectives
Different Messages for Different People--and Pre-Letter Requests for Information
Two Other Questions You Should Never Ask
A Little More on Benefits
Cold Calls to VITO Should Follow Every New VITO Sale!
More Research You'll Need to Do Before Contacting VITO by Mail
Call and Ask Someone at the Front Desk or In Investor Relations to Send You a Brochure, Catalog, or Annual Report
Buy a Share of Stock in VITO's Company
Cruise the Information Superhighway
Benefits--and the Headline of Your Letter
How This All Started
The Headline Statement
Rationalizations for Not Doing the Research
Value Inventory Exercise
Words to Consider Using in Your Headline Statement
Try Again
The Rest of the Letter to VITO
Don't Skip That Call!
Here's a Real Letter
The Tie-In Paragraph
The Bullet Text: Nothing But Benefits
The Body Copy: The Closing Paragraph
The Body Copy: An Overview
Putting It All Together
VITO Can Tell a Book by Its Cover
Customize, Customize, Customize
Three True Stories
What Now?
Making Your VITO Call
Getting VITO's Attention by Phone
Not Just Any Call
Making Your Opening Statement Stand Out
The Ultimate Opening Statement: Definition and Goals
Always Remember: The Opening Statement Must Encourage VITO to Interrupt
Item One: The Sweetest Words in the English Language
Item Two: The Pleasantry
Item Three: The Conversational Bridge
Item Four: The Hook
Item Five: The Introductory Phrase
Item Six: The Ending Question
Putting It All Together
"That Can't Be All!"
The Toughest Question
"VITO, I Don't Know the Answer to That, But We Have People on Staff Who Do!"
Words and Phrases to Use or Adapt in a Conversation with VITO
Words and Phrases to Avoid in Your Conversation with VITO
Some Additional Hints for Phone Success
First and Last Impressions with VITO
The Gatekeepers
The Two Types of Gatekeepers
Connecting with the Executive Suite: "Standard" Gatekeepers
Connecting with the Executive Suite: VITO's Secretary or Assistant
Give the Exact Same Opening Statement You Would Give to VITO
The Fax Recovery
Ask VITO and You Shall Receive
How's It Look?
Electronic Gatekeepers
Voice Mail Messages to VITO
The Competition Is Stiff
Elements of Your Voice Mail Messages
Let's Create a Script
Your First Voice Mail Message
Voice Mail Message Number Two
Still No Return Call?
Still No Response?
The Voice Mail Message that Always Gets a Return Call
Some Additional Words and Phrases
Practice, Practice, and Practice
Some Final Tips
Sidetracked with Seymour?
The Pigeonholing Problem
The Pigeonhole Recovery Letter
What's the Goal?
The Pigeonhole Recovery Process: Protocol and Diplomacy
Before Your Manager Follows Up with VITO by Telephone or in Person...
Nailing Things Down
Meeting VITO and Keeping VITO Involved
Preparing for Your Presentation to VITO
A Word about Zones
See It, Hear It, Feel It
So What's VITO's Preference?
It's All about VITO
Delivering Your Presentation to VITO
The Value of Your Presentation
Who's Who?
Environmental Controls
Starting Your VITO Presentation
What Comes Next?
Display Tools
Should You Make a Product Demonstration?
Once You're Rolling
Dealing with Questions
One Final Word
Meeting with VITO By Phone and in Person
What's Really on VITO's Mind?
The Four Mindsets
Remember--There Are Two Categories Here
The First Few Seconds
Beyond the First Few Seconds: Opening Your Business Conversation with VITO
What Happens After I Say My Opening Statement?
"Here's What I look for in a Business Relationship, but..."
Four Rules
Never Be Late for a VITO Appointment!
Where Do You Go from Here?
Keeping VITO Involved
Keeping VITO Apprised
Loss Recovery
Win Broadcasting
Formalize the Partnership
Take Advantage of the Fact that VITO Knows You're a Damned Good Businessperson
Do What You've Promised--and Stay Tuned
Guarantees Are Powerful--But Be Careful!
Tony's Top Ten Ways to Stay out of Legal Trouble
Some Final Thoughts on Your Current Accounts
"Come on, Tony a Sale Is a Sale. Why Make Such a Big Deal about This?"
"But I Sold Seymour on the Bells and Whistles!"
Where to Start
"What If Seymour Says I Have to Meet Someone Else First?"
"What If Seymour Says It's Impossible for Me to Get a Meeting with VITO under Any Circumstances?"
"So What Happens at This Meeting
Pick Ten Customers to Target Right Now
The Three-Legged Stool
A Brief Story for Your Further Edification
Some Common Questions
It's a Marathon
Pebble-Proof Your Future in Sales
Your Prospecting Ratio
The Template of Ideal Prospects (TIP) and the Benefit Matrix
More Tips on Creating Equal Business Stature with VITO
Talk Back!
About the Author
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