Getting to VITO (The Very Important Top Officer) (PDF)

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."