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Secrets of VITO: Think and Sell Like a CEO Hardcover – September 1, 2002
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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.
Top customer reviews
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principles behind the way ethical CEO's sell, and how CEO's increase loyalty from
I am using this wonderful and insightful book,25 as recommended reading in my career as,
a "Life Coach!"
(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-
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.
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!