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Selling to VITO the Very Important Top Officer: Get to the Top. Get to the Point. Get to the Sale. Paperback – July 15, 2010


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Selling to VITO the Very Important Top Officer: Get to the Top. Get to the Point. Get to the Sale. + Getting to VITO (The Very Important Top Officer): 10 Steps to VITO's Office + Five Minutes With VITO
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Product Details

  • Paperback: 256 pages
  • Publisher: Adams Media; Third Edition edition (July 15, 2010)
  • Language: English
  • ISBN-10: 1440506698
  • ISBN-13: 978-1440506697
  • Product Dimensions: 8.4 x 5.5 x 0.7 inches
  • Shipping Weight: 12 ounces (View shipping rates and policies)
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (13 customer reviews)
  • Amazon Best Sellers Rank: #93,005 in Books (See Top 100 in Books)

Editorial Reviews

About the Author

Tony Parinello is no armchair salesperson - he has personally trained more than 2.5 million salespeople, and the majority of the Fortune 500. He has written eight wildly successful books and promises you that "when he stops doing what he teaches he'll stop teaching and writing about it." For more information about Tony and the VITO movement visit: www.vitoselling.com or call: 1-800-777-VITO.

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Customer Reviews

4.3 out of 5 stars
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See all 13 customer reviews
Cover to cover this is your written step-by-step sales plan.
Adam David Weitz
Tony, explain in very simple term who most important person in organization is, and salesperson should develop relationship with him/her.
Kinnare
My advice is, if you want to be a BIG DEAL CLOSER, Selling to Vito is a must read.
Beau

Most Helpful Customer Reviews

2 of 2 people found the following review helpful By Beau on February 8, 2013
Format: Paperback Verified Purchase
I've read many sales books over the years, but Selling to Vito has made it to one of my top 3 books of all times on sales. I've closed many deals before but after reading Selling to Vito, my sales sky-rocketed to an impressive 833%. Being a benefits broker, it's all about providing added value to get as much information to the client & employees w/o having to waste time for anyone in the organization. I love talking to VITO. I don't waste my time anymore talking to the wrong people in the organization. My advice is, if you want to be a BIG DEAL CLOSER, Selling to Vito is a must read.
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2 of 2 people found the following review helpful By carolinaautoguy on January 23, 2012
Format: Paperback
This book is a great way to define and recognize who the decision maker is in selling... a copier salesman getting past the gate keeper and turning his knowledge of one industry to a blue print with all industries.

This book allows you to define and determine the decision maker or makers (VITO - Very Important Top Officer). There are tricks to the trade in opening doors, conversations with "VITO", and maintaining relationships and dialogue with "VITO".

I would suggest this to train outside salespeople in the art of outside sales. I think there are a minimum of 3 ideas an experienced salesperson could pick up and easily implement in the sales process. For New salespeople "Green Peas" I feel it is a must read because it sketches out a game plan, and gives techniques on how to work through the steps.
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1 of 1 people found the following review helpful By Miguel Mejia on June 30, 2011
Format: Paperback
Tony Parinello is the master of executive selling skills. His techniques lead the sales person to the right starting point at the customer's office: the Very Important Top Officer (VITO), the one and only purchase approver, the one and only who can veto any other decision taken by any other officer in the company. According to Parinello's teachings, if VITO buys your idea, no other person in the company will dare to act in a different direction. On the other hand, if VITO dislikes your proposal, no matter who you meet with, you will not get the business. Want to increase your closing rate? Read and study Selling to Vito!
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By WaukeeGirl on February 7, 2014
Format: Paperback Verified Purchase
If you're in sales and looking for a good book to read, I would recommend it. Some good stuff in
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By Kimberly A. Griffith on November 3, 2013
Format: Kindle Edition Verified Purchase
This is a must read book for anyone in sale and/or marketing. I like his step by step approach with real life examples of how it works.
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By Adam David Weitz on July 10, 2013
Format: Kindle Edition Verified Purchase
Finally a step by step guide that isn't just vague ideas and generalities. Cover to cover this is your written step-by-step sales plan.
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Format: Paperback Verified Purchase
A colleague recommended this to me. It helps you realize that VITO is very much like me - and does not want to be "sold" anything. But with the right approach, you can talk his language and separate yourself from the pack.
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