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Informationen zum Autor ANTHONY PARINELLO started a selling revolution in 1995 by creating his own brand of sales training called Selling to VITO, the Very Important Top Officer. Today, a majority of the Fortune 100 and over 1.5 million sales-people have adopted VITO Selling to land bigger deals in less time. To put Tony on your team, call him at: 1-800-777-VITO. Klappentext The 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" listAnthony 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 objection a salesperson may encounter* Deliver the show-stopper "elevator" pitch for every industry* One-on-one coaching from Parinello's own professional coach!Anthony Parinello (San Diego, CA) is the country's foremost expert on selling to top officers. His bestselling book and audiotape program Selling to VITO (The Very Important Top Officer) has sold more than 500,000 copies. Parinello's Secrets of VITO: Think and Sell Like a CEO was a Wall Street Journal bestseller and his most recent book Getting the Second Appointment has been accepted by his following as the new sales process of "choice." Zusammenfassung The 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" listAnthony 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 objection a salesperson may encounter* Deliver the show-stopper "elevator" pitch for every industry* One-on-one coaching from Parinello's own professional coach!Anthony Parinello (San Diego, CA) is the country's foremost expert on selling to top officers. His bestselling book and audiotape program Selling to VITO (The Very Important Top Officer) has sold more than 500,000 copies. Parinello's Secrets of VITO: Think and Sell Like a CEO was a Wall Street Journal bestseller and his most recent book Getting the Second Appointment has been accepted by his following as the new sales process of "choice." Inhaltsverzeichnis Acknowledgments ix Preface xi Don't Skip This Part 1 Part One VITO Selling: The New Generation 3 Chapter 1 Setting the Stage 5 Chapter 2 Results and the Process That Drives Them 15 Chapter 3 Value versus Values 25 Chapter 4 Your Personal Value 33 Chapter 5 Will the Real VITO Please Stand Up? 43 Chapter 6 VITO's VITO 49 Chapter 7 What You...
Summary
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.
