Tom Hopkins, Author, How to Master the Art of Selling
"Destined to become a widely recommended reference by all sales professionals who are serious about achieving greatness."


Dr. Denis Waitley, Author, The Psychology of Winning
"With Tony as your coach and Selling to VITO as your training guide...you'll become unstoppable."


Peter T. D'Errico, Sales Representative
"As a result of implementing Tony's ideas, I won my company's Rookie of the Year award, became the third ranked salesperson in a company of 1,000 salespeople, and emerged as the #1 sales rep in the West."


Frank Hayes, Charlotte, NC
"After twenty years of selling, I realize not having this information has probably cost me four million dollars income!"


Book Description
This book contains all the tactics you need to get appointments with impossible-to-reach top decision-makers. They in fact are the Very Important Top Officers (VITOs), the people with the ultimate veto power who hold the key to bigger commission checks, every sales award you could possibly win, and VITO to VITO referrals that you can take to the bank! You'll quickly learn how to:
Get into new accounts at the top
Keep out of time-consuming log-jams-and into VITO's office
Promote loyalty at the top with existing customers and capture add-on business
Increase the size of every sale Selling To VITO offers innovative new ideas and street-smart tactics for reaching the very top person in any organization. It's based on the seminars that have helped thousands of sales professionals from top corporations like Canon, 3M, Hewlett-Packard, and MCI bust quotas and increase commissions. It can help you, too, by getting you to the right person so you can do what you do best: SELL! Anthony Parinello is without question the country's foremost expert on getting appointments with, and selling to, top decision makers. This book is the product of his twenty-three years of award-winning sales performance.


Book Info
Offers innovative new ideas and street-smart tactics for reaching the very top person in any organization. Contains all the tactics you need to get appointments with impossible-to-reach top decision-makers. Softcover. DLC: Sales personnel--Training of.


About the Author
Anthony Parinello is one of the most innovative sales trainers in America today. His passion is in his sales and public-speaking career. When he's not on the speaking platform, you can find Tony with his wife Nancy trekking the Himalayas, scuba diving in Palau, on a photographic safari in Africa, or in any number of other exotic locales. Mr. & Mrs. Parinello live in California.

FROM OUR EDITORS

Fatbrain reviewed this book and the publisher's summary, and found that the summary accurately reflects the book's contents. If you're a sales professional who's tired of being vetoed by your clients' VITOs (Very Important Top Officers), then this book is for you. This revised and updated edition of the author's 1994 book details strategies designed to help you make the sale by identifying and directly reaching VITOs. Among the lessons offered: How to distinguish between "Seymours" (executives who always want to "see more" data, demonstrations, flip charts, etc.) and "Managers" (those who focus on the advantages of what you're selling); and how to move beyond "closing a sale" to "opening a business relationship."

Related Titles:

If you're looking to raise your sales results with some high-tech tools, try Sales Force Automation Using Web Technologies and Data Mining Techniques for Marketing, Sales and Customer Support. Sales-force managers seeking ways to boost their effectiveness should see 7 Secrets to Successful Sales Management: The Sales Manager's Manual.

Reviewed by MH - December 28, 1999

FROM THE PUBLISHER

This book contains all the tactics you need to get appointments with impossible-to-reach top decision-makers. They in fact are the Very Important Top Officers (VITOs), the people with the ultimate veto power who hold the key to bigger commission checks, every sales award you could possibly win, and VITO to VITO referrals that you can take to the bank!

You'll quickly learn how to:

Get into new accounts at the topKeep out of time-consuming log-jams; and into VITO's officePromote loyalty at the top with existing customers and capture add-on businessIncrease the size of every sale

Selling To VITO offers innovative new ideas and street-smart tactics for reaching the very top person in any organization. It's based on the seminars that have helped thousands of sales professionals from top corporations like Canon, 3M, Hewlett-Packard, and MCI bust quotas and increase commissions. It can help you, too, by getting you to the right person so you can do what you do best: SELL!

WHAT PEOPLE ARE SAYING

Tom Hopkins, Author, How to Master the Art of Selling

Destined to become a widely recommended reference by all sales professionals who are serious about achieving greatness.  — Tom Hopkins

Dr. Denis Waitley, Author, The Psychology of Winning

With Tony as your coach and Selling to VITO as your training guide￯﾿ﾽyou￯﾿ﾽll become unstoppable.  — Denis Waitley

Peter T. D￯﾿ﾽErrico, Sales Representative