Getting to VITO (The Very Important Top Officer): 10 Steps to VITO's Office [Paperback]

Anthony Parinello (Author)

Book Description

Publication Date: January 25, 2005

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."

Editorial Reviews

From the Back Cover

The author of the bestseller Selling to VITO returns with a 10-step plan for finding VITO and getting his attention

"However much you are earning in sales today, this book shows you how to earn twice as much—by getting to VITO faster than you ever thought possible."
—Brian Tracy, author, Getting Rich Your Own Way

"If you subscribe to the theory, as I do, that the most important part of selling is getting in the door to see a decision maker, this is the book you want to read. Nobody does or teaches this aspect of selling better than Tony Parinello."
—Warren Greshes, internationally recognized expert on sales and personal improvement, host of the weekly Internet radio show So Who's Stopping You? on World Talk Radio

"Tony Parinello has done it again! Learn what you need to do to step into the shoes of a professional. Shoes that will take you those 10 steps right into VITO's office."
—Tom Hopkins, author, How to Master the Art of Selling

"Tony shares his knowledge openly, in great detail, sprinkled with his special brand of humor, and with empathy and a deep understanding for what salespeople have to do every single day. I wholeheartedly recommend this book to anyone who sells who isn't currently sitting at their desk with the phone ringing off the hook with more orders coming in than they can possibly handle."
—Dave Stein, author, How Winners Sell

About the Author

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.

Product Details

• Paperback: 276 pages
• Publisher: Wiley; 1 edition (January 25, 2005)
• Language: English
• ISBN-10: 0471675199
• ISBN-13: 978-0471675198
• Product Dimensions: 9.1 x 6 x 0.7 inches
• Shipping Weight: 10.4 ounces (View shipping rates and policies)
• Average Customer Review: 4.0 out of 5 stars  See all reviews (7 customer reviews)
• Amazon Best Sellers Rank: #384,340 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

15 of 15 people found the following review helpful:

4.0 out of 5 stars Parinello Turns the Sales Game into an Art Form, March 13, 2005

By 

Emanuel Carpenter... Author/Reviewer (Atlanta, GA) - See all my reviews

This review is from: Getting to VITO (The Very Important Top Officer): 10 Steps to VITO's Office (Paperback)

Anthony Parinello is at it again. The sales training guru and author of several sales-related books, including the excellently written "Getting the Second Appointment" leads the way once again into the office of Very Important Top Officers (VITO). In his latest book, "Getting to Vito," Parinello elaborates even more on why it is important to reach and sell to VITO.

In this new book, the author stresses the importance of pre-planned calling, prioritization, correspondence, and many other topics that are designed to get salespeople talking with and selling to executive level officers. Not only does the book serve as a must-have reference guide but also as a motivator to all salespeople who go through the rigmarole of sweet talking gatekeepers, leaving tons of voicemail messages, and making sales presentations, and getting no results.

The chapter on how to leave voicemails (The Art of the Voice Mail Message) is a humorous and inspiring treat. Though the method he suggests requires energy, tenacity, and above all, courage, readers should expect to notice a higher number of returned calls in no time after using this technique.

Though the book contains lots of material from some of Parinello's earlier work, it should still be a useful tool for anyone who reads it and wants to sell to executives, especially those who have never read his previous books. This book is a must-have for sales folks who want to get out of the rut of performing below quota and want to make a powerful impact in sales. Parinello turns the sales game into an art form.

Recommended.

Emanuel Carpenter
[...]

2 of 2 people found the following review helpful:

4.0 out of 5 stars How to sell to top-ranking customers, November 3, 2008

By 

Rolf Dobelli "getAbstract" (Switzerland) - See all my reviews
(HALL OF FAME REVIEWER)    (TOP 500 REVIEWER)    (REAL NAME)   

This review is from: Getting to VITO (The Very Important Top Officer): 10 Steps to VITO's Office (Paperback)

This well-disciplined book reflects the focus, clarity and drive required to sell successfully to the top dogs at corporations great and small. Top corporate officers often have specific "Type A" personality characteristics. By factoring those attributes into the way you approach and sell to these "very important top officers," you'll increase your closing rate significantly. It's hard to imagine an aspect of top-echelon selling that author Anthony Parinello hasn't already considered, and his coaching here is particularly valuable for newer salespeople. getAbstract believes that anyone who wants to sell to the upper ranks of the corporate food chain ought to get to know VITO - and this book.

2 of 2 people found the following review helpful:

4.0 out of 5 stars So far so good, April 12, 2008

By 

P. dewaal "entrepreneur" (beautiful new jersey) - See all my reviews
(REAL NAME)   

This review is from: Getting to VITO (The Very Important Top Officer): 10 Steps to VITO's Office (Paperback)

This book was recommended by a friend who is very successful in sales.
I am not quite done with it yet, but so far it's really good. It's putting me into the mindset in which I need to be, and giving very specific instruction for every aspect of contacting the important people with which i will need to communicate. It includes exercises along the way to make you start creating your vito letter a little at a time, while the description is clear in your mind. I'm happy with the change in my thinking.