Getting to VITO (The Very Important Top Officer)

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."

Acknowledgments ix

Preface xi

Don’t Skip This Part 1

Part One VITO Selling: The New Generation 3

Chapter 1 Setting the Stage 5

Chapter 2 Results and the Process That Drives Them 15

Chapter 3 Value versus Values 25

Chapter 4 Your Personal Value 33

Chapter 5 Will the Real VITO Please Stand Up? 43

Chapter 6 VITO’s VITO 49

Chapter 7 What You and VITO Already Have in Common 57

Chapter 8 What You and VITO Could Have in Common 61

Chapter 9 What’s on VITO’s Mind? 71

Chapter 10 Prioritize, Prioritize, Prioritize 77

Part Two Making Contact 87

Chapter 11 Previews of Coming Attractions 89

Chapter 12 The VITO Referral 97

Chapter 13 The Nine VITO Correspondence Elements 117

Chapter 14 The Fab Five 131

Chapter 15 Wave Goodbye to Seemore 151

Part Three Best Practices 169

Chapter 16 The Voice of Power 171

Chapter 17 Six Goals for the Big Phone Call 179

Chapter 18 The VITO “Elevator Pitch” 189

Chapter 19 Allies at the Gate 201

Chapter 20 The Art of the Voice Mail Message 211

Chapter 21 Ten Steps to VITO’s Office 219

Appendix A Template of Ideal Prospects 229

Appendix B Meet Your Coach 237

Appendix C The Greatest Timesaving Tool in the Free World 245

Index 255

ANTHONY PARINELLO started a selling revolution in 1995 by creating his own brand of sales training called Selling to VITO, the Very Important Top Officer. Today, a majority of the Fortune 100 and over 1.5 million sales-people have adopted VITO Selling to land bigger deals in less time. To put Tony on your team, call him at: 1-800-777-VITO. The author of the bestseller Selling to VITO returns with a 10-step plan for finding VITO and getting his attention

"However much you are earning in sales today, this book shows you how to earn twice as much—by getting to VITO faster than you ever thought possible."
—Brian Tracy, author, Getting Rich Your Own Way

"If you subscribe to the theory, as I do, that the most important part of selling is getting in the door to see a decision maker, this is the book you want to read. Nobody does or teaches this aspect of selling better than Tony Parinello."
—Warren Greshes, internationally recognized expert on sales and personal improvement, host of the weekly Internet radio show So Who's Stopping You? on World Talk Radio

"Tony Parinello has done it again! Learn what you need to do to step into the shoes of a professional. Shoes that will take you those 10 steps right into VITO's office."
—Tom Hopkins, author, How to Master the Art of Selling

"Tony shares his knowledge openly, in great detail, sprinkled with his special brand of humor, and with empathy and a deep understanding for what salespeople have to do every single day. 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