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