Selling to VITO the Very Important Top Officer: Get to the Top. Get to the Point. Get to the Sale. [Paperback]

Anthony Parinello (Author)

Book Description

Publication Date: July 15, 2010

There has never been a sales book that gives you one-on-one, personal help to catapult your sales career and your personal income to a level that will surprise you and shock your sales manager!

You'll stop:

• wasting your precious selling time with 'non-decision' makers
• getting any rejection whatsoever from gatekeepers
• working your keester off for itsy, bitsy sales
• losing sales that you thought you were going to win
• not making your sales quota

You'll start:

• making sales that are up to 65 percent bigger
• cutting your sales cycle in half
• getting as much as 120 percent more add-on business from your existing customers
• getting VITO to VITO referrals worth pure gold
• making the income that you really deserve

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."

Product Details

• Paperback: 256 pages
• Publisher: Adams Media; 3 edition (July 15, 2010)
• Language: English
• ISBN-10: 1440506698
• ISBN-13: 978-1440506697
• Product Dimensions: 5.5 x 0.7 x 8.5 inches
• Shipping Weight: 12 ounces (View shipping rates and policies)
• Average Customer Review: 4.1 out of 5 stars  See all reviews (9 customer reviews)
• Amazon Best Sellers Rank: #79,907 in Books (See Top 100 in Books)

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Most Helpful Customer Reviews

1 of 1 people found the following review helpful

5.0 out of 5 stars You gotta get passed the Gatekeeper. January 23, 2012

By carolinaautoguy

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.

1 of 1 people found the following review helpful

5.0 out of 5 stars Right to the point June 30, 2011

By Miguel Mejia

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!

4.0 out of 5 stars Get's ya thinking from a different perspective. May 24, 2013

By Paul Roszak

Format:Paperback|Amazon 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.