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Secrets of VITO: Think and Sell Like a CEO (Hardcover)

by Anthony Parinello (Author) "Are times tough?..." (more)
Key Phrases: Joe Mancuso, Get Info, Big Corporation (more...)

2.3 out of 5 stars See all reviews (3 customer reviews)

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Selling To VITO (The Very Important Top Officer) by Anthony Parinello
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Getting to VITO (The Very Important Top Officer): 10 Steps to VITO's Office by Anthony Parinello
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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.

Product Description
Anthony Parinello has provided a concise road map for the sales professional to follow in achieving greater sales by targeting the CEO of the company to sell to.

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Product Details

Hardcover: 240 pages
Publisher: Entrepreneur Press; 1 edition (September 1, 2002)
Language: English
ISBN-10: 1891984497
ISBN-13: 978-1891984495
Product Dimensions: 9.1 x 6.1 x 0.9 inches
Shipping Weight: 1.2 pounds (View shipping rates and policies)

Average Customer Review: 2.3 out of 5 stars See all reviews (3 customer reviews)

Amazon.com Sales Rank: #721,095 in Books (See Bestsellers in Books)

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Inside This Book (learn more)

First Sentence:
Are times tough? Read the first page

Key Phrases - Capitalized Phrases (CAPs): (learn more)
Joe Mancuso, Get Info, Big Corporation, Entrepreneur Media, Kevin Dyevich, Landis Strategy, Jay Rodgers, Joe Sugarman, Mail Boxes Etc, Mike Bowman, Possible Achilles, Comfort Direct, Emil Wang, Grady Robertson, Howard Putnam, Jennifer Ash, Jim Amos, Latitude Communications, Mobility Elevator, Operating Guideline, Tomco Tool

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Citations (learn more)

This book cites 1 book:

How to Write a Winning Business Plan by Joseph R. Mancuso on page 263

2 books cite this book:

What Do Customers Ultimately Buy After Viewing This Item?

	42% buy the item featured on this page: Secrets of VITO: Think and Sell Like a CEO 2.3 out of 5 stars (3) $18.96
	17% buy Selling To VITO (The Very Important Top Officer) 4.4 out of 5 stars (57) $10.15
	17% buy Five Minutes With VITO 4.7 out of 5 stars (19) $10.17
	16% buy Getting to VITO (The Very Important Top Officer): 10 Steps to VITO's Office 4.0 out of 5 stars (7) $13.57

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Customer Reviews

3 Reviews

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2.3 out of 5 stars (3 customer reviews)

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27 of 35 people found the following review helpful:

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

By A Customer

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-

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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

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!

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2 of 2 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.

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