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Selling To VITO (The Very Important Top Officer) (平装)
by Anthony Parinello
| Category:
High-value selling, Service selling, Selling skills |
| Market price: ¥ 148.00
MSL price:
¥ 138.00
[ Shop incentives ]
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| Stock:
In Stock |
MSL rating:
 Good for Gifts |
| MSL Pointer Review:
Magnificent and invaluable, this sales classic is full of practical and real-world techniques that will help you get the meeting with the decision-makers and close sales. |
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AllReviews |
1 Total 1 pages 10 items |
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Tom Hopkins, Author, How to Master the Art of Selling, USA
<2007-12-17 00:00>
"Destined to become a widely recommended reference by all sales professionals who are serious about achieving greatness." |
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Dr. Denis Waitley, Author, The Psychology of Winning, USA
<2007-12-17 00:00>
"With Tony as your coach and Selling to VITO as your training guide...you'll become unstoppable."
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Peter T. D'Errico, Sales Representative, USA
<2007-12-17 00:00>
"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."
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Frank Hayes, Charlotte, USA
<2007-12-17 00:00>
"After twenty years of selling, I realize not having this information has probably cost me four million dollars income!"
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A reader (MSL quote), USA
<2007-12-17 00:00>
I am the president of a company with 100 employees. As a small to mid-size company, we are always looking for ways in which to grow. I believe in the selling to VITO approach not only because it is the common sense approach that works on me, but I have found that selling to "Seymours" only gives us a small percentage close rate with our customers. Going to VITO first, saves us time, energy, and results in a larger, faster close. Knowing VITO's well, they are much easier to approach than one would think. They can usually be sold easier than the Seymour who thinks that his/her job is to be the all time "Devils Advocate" seeking features not bennifits. Please read this book, It will make great sense to you. |
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Thom Singer (MSL quote), USA
<2007-12-17 00:00>
I have read many business books that are the same old same old. This book is different. It focuses on getting into see that Very Important Top Officer in a company. These are the people that we all want to know, but have trouble getting to call us back. The c-level executives today are too busy and cold calling just does not work. To reach them you need to be tenatious and creative.
This book does a great job of showing you the way to stand out from the crowd and get VITOs to return your phone calls. It reads a little bit like a text book, but the end results and advice in the book are well worth the effort.
I found the tips in the book to be helpful and I use them on a daily basis. |
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A reader (MSL quote), USA
<2007-12-17 00:00>
Selling to VITO is the ONLY sales book/method I have recommended to others and will continue to do so. Instead of head-in-the-ether vagaries, Tony gives you no-nonsense, step-by-step actions you can take TODAY to fill your funnel with new opportunities. But if you're expecting 100% success, pass on the book. Tony's methods are only as valuable as your last successful sale and your ability to quantify that value for a prospective customer executive. Provided you can do that & you can get his methods in front of the RIGHT prospects, you will be fed! Read every chapter - especially the one on 'pigeon holing' - and then get to work. It's hard. It's very uncomfortable. It's effective. Good selling... |
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Cathywct (MSL quote), USA
<2007-12-17 00:00>
The ideas suggested in the book is so innovative that I can't believe it if it is not the author's real experience. It is almost impossible for us to reach the top officer directly, but indeed, it is possible. With the techniques that highlighted in the book, you can shorten your sales cycle and make everything more efficient. I do believe that is possible because you are doing business with the VITO but not just selling. You have to be able to show that you know what is needed and you have the ultimate solution.
The author has pointed out some critical elements in writting our letters and making phone calls to VITO. He also suggested how to turn the gatekeeper to your sales faciliator, which I found them very practical. Besides, the author mentioned many useful hints when you are doing business with VITO.
If you can sell to VITO, you can bring not only success to your career, but also personal satisfaction. This book is going to be your coach that will make it happens! |
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A reader (MSL quote), USA
<2007-12-17 00:00>
I read lots of books on selling. I've read some great books by people who've never sold anything and lousy books by great salesmen, but this is the first great book I've read by a great salesman. Selling to VITO is the first sales book that I need to carry with me to use for reference. Most sales books provide lots of theoretical knowledge that the reader can HOPEFULLY apply to real selling situations. Parinello delivers a book with REAL things to say and things to write. He tells you what to do and what order to do it in. In order to apply the material in this book, you will need to understand how to translate his examples into your selling situation. Tony helps you with this by giving you a mental process to work through the translation. There's no fluff here. If you are serious about corporate sales, don't miss this book. It won't be easy to follow the instructions within, but if you do, the results will be profitable. |
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Arel Cem (MSL quote), USA
<2007-12-17 00:00>
Basically I totally agree on Mr. Parinello's method of selling the bottomline to the CEO and I got some exciting ideas that will most certainly boost our sales.
The real value for me was the idea of reporting that same bottomline success every quarter to the CEO. Doing that will allow our business to do three things:
1. Have a business-partner for life.
2. See any problem before the competition and our customer.
3. Get new clients through him.
4. Get a Ferrari Marinello.
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1 Total 1 pages 10 items |
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