The author of the bestseller Selling to VITO returns with a 10-stepplan for getting to the Very Important Top Officer's top of mind,top of wallet, and top of their "to-do" list
Anthony Parinello's Selling to VITO introduced salespeopleeverywhere to the Very Important Top Officer-and taught them theprecise steps of how to sell to the person with the ultimate vetopower. Now, Parinello returns with Getting to VITO, a one-of-a-kindsales resource that offers proven, best-practices advice on how-toget into VITO's head, get into their budgets, and get on their teamas a "trusted advisor."
Based on Parinello's own extensive sales experience-as well as theexperiences of the more than one million salespeople who've studiedhis VITO process-Getting to VITO shows salespeople how to:
* Find and pre-qualify the real VITO
* Establish real value in VITO's eyes
* Cut to the chase with seven different correspondencemodalities
* Disarm every first-call objection a salesperson mayencounter
* Deliver the show-stopper "elevator" pitch for everyindustry
* One-on-one coaching from Parinello's own professionalcoach!
Anthony Parinello (San Diego, CA) is the country's foremost experton selling to top officers. His bestselling book and audiotapeprogram Selling to VITO (The Very Important Top Officer) has soldmore than 500,000 copies. Parinello's Secrets of VITO: Think andSell Like a CEO was a Wall Street Journal bestseller and his mostrecent book Getting the Second Appointment has been accepted by hisfollowing as the new sales process of "choice."
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