Customer Reviews

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

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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.

All the tools are here. It is up to the reader to take inspired action!

I believe I will return to this book again and again. It is a wonderful resource.

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!