{"product_id":"getting-to-vito-the-very-important-top-officer-9780471675198","title":"Getting to VITO The Very Important Top Officer","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eThe 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\u003cbr\u003e 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.\u003cbr\u003e 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:\u003cbr\u003e * Find and pre-qualify the real VITO\u003cbr\u003e * Establish real value in VITO''s eyes\u003cbr\u003e * Cut to the chase with seven different correspondence modalities\u003cbr\u003e * Disarm every first-call objec\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003eAcknowledgments.  \u003cp\u003ePreface.\u003c\/p\u003e \u003cp\u003eDon’t Skip This Part.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART ONE: VITO Selling: The New Generation.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 1: Setting the Stage.\u003c\/p\u003e \u003cp\u003eChapter 2: Results and the Process That Drives Them.\u003c\/p\u003e \u003cp\u003eChapter 3: Value versus Values.\u003c\/p\u003e \u003cp\u003eChapter 4: Your Personal Value.\u003c\/p\u003e \u003cp\u003eChapter 5: Will the Real VITO Please Stand Up?\u003c\/p\u003e \u003cp\u003eChapter 6: VITO’s VITO.\u003c\/p\u003e \u003cp\u003eChapter 7: What You and VITO Already Have in Common.\u003c\/p\u003e \u003cp\u003eChapter 8: What You and VITO Could Have in Common.\u003c\/p\u003e \u003cp\u003eChapter 9: What’s on VITO’s Mind?\u003c\/p\u003e \u003cp\u003eChapter 10L Prioritize, Prioritize, Prioritize.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART TWO: Making Contact.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 11: Previews of Coming Attractions.\u003c\/p\u003e \u003cp\u003eChapter 12: The VITO Referral.\u003c\/p\u003e \u003cp\u003eChapter 13: The Nine VITO Correspondence Elements.\u003c\/p\u003e \u003cp\u003eChapter 14: The Fab Five.\u003c\/p\u003e \u003cp\u003eChapter 15: Wave Goodbye to Seemore.\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART THREE: Best Practices.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eChapter 16: The Voice of Power.\u003c\/p\u003e \u003cp\u003eChapter 17: Six Goals for the Big Phone Call.\u003c\/p\u003e \u003cp\u003eChapter 18: The VITO “Elevator Pitch”.\u003c\/p\u003e \u003cp\u003eChapter 19: Allies at the Gate.\u003c\/p\u003e \u003cp\u003eChapter 20: The Art of the Voice Mail Message.\u003c\/p\u003e \u003cp\u003eChapter 21: Ten Steps to VITO’s Office.\u003c\/p\u003e \u003cp\u003eAppendix A: Template of Ideal Prospects.\u003c\/p\u003e \u003cp\u003eAppendix B: Meet Your Coach.\u003c\/p\u003e \u003cp\u003eAppendix C: The Greatest Timesaving Tool in the Free World.\u003c\/p\u003e \u003cp\u003eIndex.\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48864650723671,"sku":"9780471675198","price":17.1,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780471675198.jpg?v=1722272898","url":"https:\/\/bookcurl.com\/products\/getting-to-vito-the-very-important-top-officer-9780471675198","provider":"Book Curl","version":"1.0","type":"link"}