My Review for – Getting to VITO (The Very Important Top Officer): 10 Steps to VITO’s Office
October 17th, 2011 Filed under: Sandler Sales — Negotiation Author
The Lowest Price we could find is $19.95 $2.32
The author of the bestseller Selling to VITO returns with a 10-step plan for getting to the Very Important Top Officer’s top of mind, top of wallet, and top of their “to-do” list
Anthony Parinello’s Selling to VITO introduced salespeople everywhere to the Very Important Top Officer-and taught them the precise steps of how to sell to the person with the ultimate veto power. Now, Parinello returns with Getting to VITO, a one-of-a-kind sales resource that offers proven, best-practices advice on how-to get into VITO’s head, get into their budgets, and get on their team as a “trusted advisor.”
Based on Parinello’s own extensive sales experience-as well as the experiences of the more than one million salespeople who’ve studied his VITO process-Getting to VITO shows salespeople how to:
* Find and pre-qualify the real VITO
* Establish real value in VITO’s eyes
* Cut to the chase with seven different correspondence modalities
* Disarm every first-call objection a salesperson may encounter
* Deliver the show-stopper “elevator” pitch for every industry
* One-on-one coaching from Parinello’s own professional coach!
Anthony Parinello (San Diego, CA) is the country’s foremost expert on selling to top officers. His bestselling book and audiotape program Selling to VITO (The Very Important Top Officer) has sold more than 500,000 copies. Parinello’s Secrets of VITO: Think and Sell Like a CEO was a Wall Street Journal bestseller and his most recent book Getting the Second Appointment has been accepted by his following as the new sales process of “choice.”
Review:
Anthony Parinello is at it again. The sales training guru and author of several sales-related books, including the excellently written “Getting the Second Appointment” leads the way once again into the office of Very Important Top Officers (VITO). In his latest book, “Getting to Vito,” Parinello elaborates even more on why it is important to reach and sell to VITO.
In this new book, the author stresses the importance of pre-planned calling, prioritization, correspondence, and many other topics that are designed to get salespeople talking with and selling to executive level officers. Not only does the book serve as a must-have reference guide but also as a motivator to all salespeople who go through the rigmarole of sweet talking gatekeepers, leaving tons of voicemail messages, and making sales presentations, and getting no results.
The chapter on how to leave voicemails (The Art of the Voice Mail Message) is a humorous and inspiring treat. Though the method he suggests requires energy, tenacity, and above all, courage, readers should expect to notice a higher number of returned calls in no time after using this technique.
Though the book contains lots of material from some of Parinello’s earlier work, it should still be a useful tool for anyone who reads it and wants to sell to executives, especially those who have never read his previous books. This book is a must-have for sales folks who want to get out of the rut of performing below quota and want to make a powerful impact in sales. Parinello turns the sales game into an art form.
Recommended.
Emanuel Carpenter
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