Selling To Vito: The Very Important Top Officer » (Subsequent)

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

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!

Foreword

Introduction

Part 1: Meeting and Becoming VITO's Business Partner

Chapter 1: The Time Is Right

Chapter 2: Adding Value to VITO's Day

Chapter 3: The Five Keys to Working with VITO

Chapter 4: A Portrait of VITO

Chapter 5: Other Players in the Drama-and the Influence and Authority Network

Chapter 6: The Seymour Problem

Part 2: Contacting VITO

Chapter 7: Call Objectives

Chapter 8: More Research You'll Need to Do Before Contacting VITO by Mail

Chapter 9: Benefits-and the Headline of Your Letter

Chapter 10: The Rest of the Letter to VITO

Part 3: Making Your VITO Call

Chapter 11: Getting VITO's Attention by Phone

Chapter 12: The Gatekeepers

Chapter 13: Voice Mail Messages to VITO

Chapter 14: The Pigeonholing Problem

Part 4: Meeting VITO and Keeping VITO Involved

Chapter 16: Delivering Your Presentation to VITO

Chapter 17: Meeting with VITO By Phone and in Person

Chapter 18: Keeping VITO Involved

Part 5: Success!

Chapter 19: Success!

Chapter 20: Some Final Thoughts on Your Current Accounts

Chapter 21: Some Common Questions

Chapter 22: Congratulations!

Appendix A: Your Prospecting Ratio

Appendix B: The Template of Ideal Prospects (TIP) and the Benefit Matrix

Appendix C: More Tips on Creating Equal Business Stature with VITO

Appendix D: Talk Back!

Index