Anthony Parinello is without question the country's foremost expert on getting appointments with, and selling to, top decision makers. This book is the product of his twenty-three years of award-winning sales performance.

Author: Anthony Parinello

Publisher: Simon and Schuster

ISBN: 9781440501944

Category: Business & Economics

Page: 240

View: 290

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Selling to Vito contains all the tactics you need to get appointments with impossible-to-reach top decision-makers. They in fact are the Very Important Top Officers (VITOs), the people with the ultimate veto power who hold the key to bigger commission checks, every sales award you could possibly win, and VITO to VITO referrals that you can take to the bank! You'll quickly learn how to: Get into new accounts at the top Keep out of time-consuming log-jams-and into VITO's office Promote loyalty at the top with existing customers and capture add-on business Increase the size of every sale Selling To VITO offers innovative new ideas and street-smart tactics for reaching the very top person in any organization. It's based on the seminars that have helped thousands of sales professionals from top corporations like Canon, 3M, Hewlett-Packard, and MCI bust quotas and increase commissions. It can help you, too, by getting you to the right person so you can do what you do best: SELL! Anthony Parinello is without question the country's foremost expert on getting appointments with, and selling to, top decision makers. This book is the product of his twenty-three years of award-winning sales performance.

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!

Author: Anthony Parinello

Publisher: Simon and Schuster

ISBN: 9781440506697

Category: Business & Economics

Page: 256

View: 667

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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

I wholeheartedly recommend this book to anyone who sells who isn't currently sitting at their desk with the phone ringing off the hook with more orders coming in than they can possibly handle." —Dave Stein, author, How Winners Sell

Author: Anthony Parinello

Publisher: John Wiley & Sons

ISBN: 1118040228

Category: Business & Economics

Page: 272

View: 193

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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."

Author: Anthony Parinello

Publisher:

ISBN: OCLC:502946832

Category: Executives

Page: 0

View: 368

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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!

Author: Anthony Parinello

Publisher:

ISBN: OCLC:1137342928

Category:

Page: 256

View: 110

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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.

In this book, Anthony Parinello—sales guru and trainer to over one million salespeople—presents tried-and-true techniques for getting invited back for a second interaction with potential prospects and customers.

Author: Anthony Parinello

Publisher: John Wiley & Sons

ISBN: 0471487236

Category: Business & Economics

Page: 272

View: 368

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In this book, Anthony Parinello—sales guru and trainer to over one million salespeople—presents tried-and-true techniques for getting invited back for a second interaction with potential prospects and customers. This three-part book uses the sort of practical feet-in-the-street style that Parinello’s followers love to teach salespeople the down-to-earth how-to’s of getting the second appointment and performing Parinello’s proven “two-call close.”

In this book you will learn how to use the Sandler Selling System in all of your interactions with VITO including: How to land an appointment, bond and build rapport with VITO; How to establish up-front contracts with VITO; How to create ...

Author: David Mattson

Publisher: Greenleaf Book Group

ISBN: 9780978607838

Category: Chief executive officers

Page: 218

View: 966

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VITO(tm) is the Very Important Top Officer, the person with the ultimate veto power. VITOs control every decision that s made in ever enterprise in your sales territory. If you want to sell and live large, you must get to VITO and launch the proven Sandler Selling System(r) that will turn VITO into one of your business partners forever. Sandler Trainings and VITO Selling have combined over 80 years of sales know-how, 1,200 hours of audio and video programs, 5,000 pages of training materials, and direct experience in training over 15,000,000 sales people...and distilled it all into one concise, power selling resource. This is the definitive guide for sales people who want to start where they belong at the top. In this book you will learn how to use the Sandler Selling System in all of your interactions with VITO including: How to land an appointment, bond and build rapport with VITO; How to establish up-front contracts with VITO; How to create allies in VITO s rank and file, including their Gatekeepers; How to leave voice mail messages that get call-backs... from VITO; How to make powerful presentations to VITO; How to control your sales process...and influence VITO s buying process; How to compress your sales cycle...and increase your average deal size.

The book details the 10 commandments of CEOs who sell and shares success stories from successful CEOs. It provides you with the insight you need to act like the person at the top and join the most elite force of salespeople in the world.

Author: Anthony Parinello

Publisher: Entrepreneur Press

ISBN: 1599180332

Category: Business & Economics

Page: 0

View: 222

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National Wall Street Journal bestseller now in paperback! Secrets of VITO—the very important top officer— reveals how top-selling CEOs sell their prospects, customers, partners, employees, stockholders, and themselves. It teaches you the strategies and tactics of selling business to business, top officer to top officer, using the language and expertise that command respect from the customer. You learn how to mimic CEOs’ strategies to increase loyalty from existing customers, handle objections, diagnose prospects, and think strategically. The book details the 10 commandments of CEOs who sell and shares success stories from successful CEOs. It provides you with the insight you need to act like the person at the top and join the most elite force of salespeople in the world.

Tony has written eight books, including his massivelypopular Selling to VITO, theVery Important Top Officer. Tony hasdelivered more than 3,500 speeches aboutsales. Selling Philosophy: SellingtoTop Decision Makers Target Industries: ...

Author: Eric Taylor

Publisher: John Wiley & Sons

ISBN: 0470651504

Category: Business & Economics

Page: 416

View: 679

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Of the 17 million people in the U.S. who are involved directly or indirectly in sales, many repeatedly acknowledge facing four major challenges: No prior sales education or training Lack of formalized sales training, resources, and methodologies provided by their companies Due to the recession and downsizing era, lack of 12-18 month professional sales training for new hires provided by Fortune 500 companies A consistent struggle to keep their sales force, distributors, manufacturers reps and affiliates motivated and focused on effectively selling their products and services Mastering the World of Selling helps companies and entrepreneurs overcome these four major obstacles with candid advice and winning strategies from the leading sales trainers and training companies in the world: Acclivus*AchieveGlobal*Action Selling*Tony Allesandra*Brian Azar*Baker Communications, Inc.*Mike Bosworth*Ian Brodie*Ed Brodow*Mike Brooks*Bob Burg*Jim Cathcart*Robert Cialdini PhD*Communispond, Inc.*Tim Connor*CustomerCentric Selling*Dale Carnegie*Sam Deep*Bryan Dodge*Barry Farber*Jonathan Farrington*Jeffrey Fox*Colleen Francis*FranklinCovey Sales Performance Solutions*Thomas A. Freese*Patricia Fripp*Ari Galper*General Physics Corporation*Jeffrey Gitomer*Charles H. Green*Ford Harding*Holden International*Chet Holmes*Tom Hopkins*Huthwaite, Inc.*Imparta, Ltd.*InfoMentis, Inc.*Integrity Solutions*Janek Performance Group, Inc.*Tony Jeary*Dave Kahle*Ron Karr*Knowledge-Advantage, Inc.*Jill Konrath*Dave Kurlan*Ron LaVine*Kendra Lee*Ray Leone*Chris Lytle*Paul McCord*Mercuri International*Miller Heiman, Inc.*Anne Miller*Dr. Ivan Misner*Michael Macedonio*Sharon Drew Morgen*Napoleon Hill Foundation*Michael Oliver*Rick Page*Anthony Parinello*Michael Port*Porter Henry*Prime Resource Group, Inc.*Neil Rackham*Revenue Storm*Linda Richardson*Keith Rosen*Frank Rumbauskas*Sales Performance International, Inc.*Sandler Training*Dr. Tom Sant*Stephan Schiffman*Dan Seidman*Blair Singer*Terri Sjodin*Art Sobczak*Drew Stevens, PhD*STI International*The Brooks Group*The Friedman Group*The TAS Group*Brian Tracy*ValueSelling Associates*Wendy Weiss&*Jacques Werth*Floyd Wickman*Wilson Learning*Dirk Zeller*Tom Ziglar*Zig Ziglar

Selling to VITO (the Very Important Top Officer): Get to the Top. Get to the Point. Get to the Sale. Avon, MA: Adams Media, 2010. Parinello, Anthony. Getting to the VITO (The Very Important Top Officer): Ten Steps to VITO's Office.

Author: Bloomsbury Publishing

Publisher: A&C Black

ISBN: 9781408156469

Category: Business & Economics

Page: 1632

View: 215

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An international bestseller, BUSINESS: The Ultimate Resource is a one-stop reference and interactive tool covering all aspects of today's world of work. Unique, authoritative, and wide-ranging, it offers practical and strategic advice for anyone doing business today. Written with a team of world-class writers and editors, it is an essential desk reference for managers, MBA and business students and for small business owners worldwide. Fully updated and revised for this new edition, BUSINESS features: Best Practice: over 170 essays from a stellar cast of business thought leaders including C. K. Prahalad, Gary Hamel and John Kotter Actionlists: practical solutions to everyday business challenges Management Library: time-saving digests of more than 100 of the world's best business books Dictionary: jargon-free definitions of more than 7,000 terms Giants : revised biographies of many of the world's most influential gurus and pioneers