Description
Book SynopsisThe author of the bestseller Selling to VITO returns with a 10-step plan 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 salespeople everywhere to the Very Important Top Officer-and taught them the precise steps of how to sell to the person with the ultimate veto power. Now, Parinello returns with Getting to VITO, a one-of-a-kind sales resource that offers proven, best-practices advice on how-to get into VITO''s head, get into their budgets, and get on their team as a trusted advisor.
Based on Parinello''s own extensive sales experience-as well as the experiences of the more than one million salespeople who''ve studied his 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 correspondence modalities
* Disarm every first-call objec
Table of ContentsAcknowledgments.
Preface.
Don’t Skip This Part.
PART ONE: VITO Selling: The New Generation.
Chapter 1: Setting the Stage.
Chapter 2: Results and the Process That Drives Them.
Chapter 3: Value versus Values.
Chapter 4: Your Personal Value.
Chapter 5: Will the Real VITO Please Stand Up?
Chapter 6: VITO’s VITO.
Chapter 7: What You and VITO Already Have in Common.
Chapter 8: What You and VITO Could Have in Common.
Chapter 9: What’s on VITO’s Mind?
Chapter 10L Prioritize, Prioritize, Prioritize.
PART TWO: Making Contact.
Chapter 11: Previews of Coming Attractions.
Chapter 12: The VITO Referral.
Chapter 13: The Nine VITO Correspondence Elements.
Chapter 14: The Fab Five.
Chapter 15: Wave Goodbye to Seemore.
PART THREE: Best Practices.
Chapter 16: The Voice of Power.
Chapter 17: Six Goals for the Big Phone Call.
Chapter 18: The VITO “Elevator Pitch”.
Chapter 19: Allies at the Gate.
Chapter 20: The Art of the Voice Mail Message.
Chapter 21: Ten Steps to VITO’s Office.
Appendix A: Template of Ideal Prospects.
Appendix B: Meet Your Coach.
Appendix C: The Greatest Timesaving Tool in the Free World.
Index.
