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Full Description
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" 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 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."
Contents
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 and VITO Already Have in Common 57
Chapter 8 What You and VITO Could Have in Common 61
Chapter 9 What's on VITO's Mind? 71
Chapter 10 Prioritize, Prioritize, Prioritize 77
Part Two Making Contact 87
Chapter 11 Previews of Coming Attractions 89
Chapter 12 The VITO Referral 97
Chapter 13 The Nine VITO Correspondence Elements 117
Chapter 14 The Fab Five 131
Chapter 15 Wave Goodbye to Seemore 151
Part Three Best Practices 169
Chapter 16 The Voice of Power 171
Chapter 17 Six Goals for the Big Phone Call 179
Chapter 18 The VITO "Elevator Pitch" 189
Chapter 19 Allies at the Gate 201
Chapter 20 The Art of the Voice Mail Message 211
Chapter 21 Ten Steps to VITO's Office 219
Appendix A Template of Ideal Prospects 229
Appendix B Meet Your Coach 237
Appendix C The Greatest Timesaving Tool in the Free World 245
Index 255
