Secrets of VITO: Think and Sell Like a CEO [Hardcover]

Anthony Parinello (Author)

Book Description

Publication Date: September 1, 2002

Discover the Sales Secrets of Corporate America's Top Movers and Shakers!

At a time when integrity of America's corporate leaders is in question and their business practices are under intense scrutiny, bestselling author Anthony Parinello takes us inside the minds of principled CEOs in his new book Secrets of VITO: Think and Sell Like a CEO.

Packed with proven, street mart strategies, tactics, and lessons from the best minds in business, this must- have guide for anyone who sells reveals how top-selling CEOs sell their prospects, customers, partners, employees, stockholders, and themselves. You'll discover:

• How to think strategically and act tactically
• The operating principles behind the way ethical CEOs sell
• The 10 commandments of CEOs who sell
• How CEOs handle objections
• How CEOs increase loyalty from existing customers
• 25 ways to diagnose prospects

With over 28 years of award-winning sales performance, Anthony Parinello is the country's foremost expert on selling to top decision- makers. Over 1 million business professionals and 65 of the Fortune 100 have embraced his techniques. Now you can, too.

Editorial Reviews

From Publishers Weekly

Based on his interviews with CEOs of organizations from AT&T to the U.S. Postal Service (not to mention the now-bankrupt Worldcom), Parinello explains how readers can think and sell "just like a person at the top," regardless of their level. The author of Selling to VITO (VITO stands for "Very Important Top Officer") pinpoints the characteristics of successful salespeople and company leaders (e.g., they stay focused; they appreciate honesty), and lays out a strategy to help readers emulate these high achievers. Although at times meandering, Parinello's book does provide some concrete tips readers can use to change their approach to selling. For example, when making a sales call, don't dial a purchasing agent or office manager; rather, initiate contact at the top of the organization by calling the person in charge. Each chapter ends with a list of principles and activities for putting Parinello's ideas into action. The author's counsel hinges on the simple idea of thinking big and aiming high. His application of this common advice to sales, though, could be the motivation sleepy sales forces need.
Copyright 2002 Reed Business Information, Inc.

From the Publisher

Discover the Sales Secrest of Corporate America's Top Movers and Shakers! At a time when the integrity of America's corporate leaders is in question and thier business pratices are under intense scrutinty, bestselling author Anthony Parinello takes us inside the minds of principled CEO' in his new book Secrets of Vito: Think and Sell Like a CEO. Packed with proven, street-smart strategies, tactics and lessons fro mthe best minds in business, this must-have guide for anyone who sells reveals how top-selling CEO's sell their prospects, customers, partners, employees, stockholders and themselves.

See all Editorial Reviews

Product Details

• Hardcover: 240 pages
• Publisher: Entrepreneur Press; 1 edition (September 1, 2002)
• Language: English
• ISBN-10: 1891984497
• ISBN-13: 978-1891984495
• Product Dimensions: 9.2 x 6.3 x 1 inches
• Shipping Weight: 1.2 pounds
• Average Customer Review: 3.4 out of 5 stars  See all reviews (5 customer reviews)
• Amazon Best Sellers Rank: #577,759 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

29 of 37 people found the following review helpful:

2.0 out of 5 stars Huge Disappointment!!!, July 19, 2003

By A Customer

Amazon Verified Purchase

This review is from: Secrets of VITO: Think and Sell Like a CEO (Hardcover)

Anthony's "Selling to VITO" is one of the best books ever written for people selling big ticket products and services to senior executives. So I had high expectations for his latest book, "Secrets of VITO." Unfortunately, the book is little more than pop-psychology. Consider the following seven of Anthony's ten golden rules:

(1) I will be honest, even when it hurts.
(2) I will touch people in a special way.
(3) I will keep my thoughts and ideas simple and straightforward.
(4) I will show my positive emotions.
(5) I will say I am sorry when I mess up.
(6) I will look at people when I talk to them...
(9) I will not settle for the word "no."

Could Anthony be any more trite? What a huge disappointment. My advice? Buy Anthony's "Selling to VITO" (if you haven't already)... but don't even think about purchasing this book. Overall grade: D/D-

3 of 3 people found the following review helpful:

1.0 out of 5 stars Not the best book on this subject, July 6, 2007

By 

D. jones (Boise, ID) - See all my reviews
(REAL NAME)   

This review is from: Secrets of VITO: Think and Sell Like a CEO (Paperback)

I own and have read the author's original book: Selling to VITO. That book is worth owning and I recommend it without reservation.

Unfortunately, Mr. Parinello has attempted to take his franchise too far. Secrets of VITO and Getting to VITO do not present the value of the original book. They are a rehash of the author's experiences and offer precious little original thought or suggestions.

The best book I've come across on the subject of calling in to the top of the food chain is: Value Forward Selling by Paul DiModica. It is better in everyway than Secrets of VITO.

5 of 6 people found the following review helpful:

4.0 out of 5 stars Great Info About How to Communicate With CEOs, November 18, 2003

By A Customer

This review is from: Secrets of VITO: Think and Sell Like a CEO (Hardcover)

The book focuses on the mind of CEOs and how to communicate with them. Most sales people fear having to sell to top officers, because they have very little experience working with them (other than following orders or being managed by them).

Anthony provides a ton of information on how top officers think and behave. Having this information really helped me to gain enough confidence to sell at the highest level more effectively. I now have a road map and some principles to follow.

On the downside, the book provides too much advice at times. With all the "don't ever...." and "you must do...." bits of advice, the reader might come away overwhelmed and more confused than ever. But Anthony does attempt to distill his ideas down to very basic principles which are very helpful.

All in all a very useful book!