Selling To Vito The Very Important Top Officer
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Author | : Anthony Parinello |
Publisher | : Simon and Schuster |
Total Pages | : 256 |
Release | : 2010-07-15 |
Genre | : Business & Economics |
ISBN | : 1440506698 |
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
Author | : Anthony Parinello |
Publisher | : John Wiley & Sons |
Total Pages | : 274 |
Release | : 2010-12-22 |
Genre | : Business & Economics |
ISBN | : 1118040228 |
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 | : John Wiley & Sons |
Total Pages | : 272 |
Release | : 2004-03-22 |
Genre | : Business & Economics |
ISBN | : 9780471487234 |
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.”
Author | : David Mattson |
Publisher | : Greenleaf Book Group |
Total Pages | : 218 |
Release | : 2008-10 |
Genre | : Business & Economics |
ISBN | : 097860783X |
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.
Author | : Tom Hopkins |
Publisher | : Business Plus |
Total Pages | : 221 |
Release | : 2014-04-01 |
Genre | : Business & Economics |
ISBN | : 1455550582 |
This is a complete and practical guide which highlights the authors' new strategic approaches to selling when the buyer initially declines or is resistant on a sales opportunity. Hopkins and Katt explain that most sales reps take a traditional linear approach to selling, but that the trick in closing is in taking a more creative and circular approach. That's the key. It all starts with how the buyer initially says, "No." Too many sales reps don't pay close attention as to how that's presented. Hopkins and Katt point out that "no" may suggest all sorts of other options -- avenues that can eventually lead to the buyer actually saying yes. The authors introduce a novel concept called the Circle of Persuasion which offers sales reps a new approach in this potentially tricky process. Along the way, WHEN BUYERS SAY NO details prescriptive steps and even sample dialogues that will instruct and guide sales professionals on how to best cultivate buyer-seller relationships. There's particular emphasis on how to establish the kind of rapport that ultimately leads to a successful close.
Author | : Stephan Schiffman |
Publisher | : Adams Media |
Total Pages | : 0 |
Release | : 2005-04-01 |
Genre | : Business & Economics |
ISBN | : 9781593372804 |
Expert Q&A that wins the deal--every time! The key to more sales is closing more deals--and sales guru Stephan Schiffman knows all the tricks and techniques you need to do just that. Organized in a simple question-and-answer format that allows you to implement new strategies virtually overnight, this new Schiffman classic is a gold mine of practical information for all salespeople--newcomers and veterans alike. The 250 Sales Questions to Close the Deal offers cutting-edge sales questions in six core areas to help you: Initiate contact with prospective clients Build rapport with your customers Help secure the "Next Step" with every prospect Craft customized presentations Cope with setbacks or obstacles Negotiate and finalize the best deals No matter what you're selling--or to whom you're selling it--you'll sell more with Stephan Schiffman by your side!
Author | : William Miller |
Publisher | : AMACOM Div American Mgmt Assn |
Total Pages | : 258 |
Release | : 2012 |
Genre | : Business & Economics |
ISBN | : 0814431925 |
Most sales professionals make the mistake of using the same sales patterns over and over. But since all customers are different, true pros know they must tailor their methods to the buyer if they want to make their numbers every year. ProActive Selling gives readers the tools they need to adapt their approach and maintain control at every stage of the sale. Thoroughly revised and updated, the second edition shows salespeople how to: * Qualify and disqualify prospects sooner to focus on the most promising accounts * Examine buyers' motivations from every angle * Quantify the value proposition early * Double the number of calls returned from prospective customers * Appeal to the real decision-makers * Use technology (e.g. cloud, video, social media, and more) to generate leads and shorten sales cycles * Increase the effectiveness of every interaction Featuring dozens of enlightening examples and the author's 17 exclusive, practical selling tools, ProActive Selling gives sales professionals the edge they need to exceed their goals-with any company, in any industry.
Author | : Bob Seelert |
Publisher | : John Wiley & Sons |
Total Pages | : 168 |
Release | : 2009-04-13 |
Genre | : Business & Economics |
ISBN | : 0470480408 |
"Seelert's stories and wisdom demonstrate that the principles and practices leading to winning results in sports are highly transferable to the building of brands, businesses, and organizations. This book tells you how." —Jack Twyman, NBA Hall of Fame player, former ABC Game of the Week announcer, and former Chairman and CEO, Super Food Services Inc. "Seelert's comprehensive revelation of his leadership wisdom is priceless—especially the management of culture through innovative communications, fueled by rock-solid personal spirit and style. Read and succeed . . . it's that actionable. Bob's the real leadership deal." —John W. Luther, President, Luther & Company, Strategic Growth Consulting "I've never been at my best when working for a boss in the traditional sense . . . Authority is not my favorite cultural tool. I am at my best (maybe like you) when I have a coach and mentor. Bob Seelert has played that role for over a decade, providing me with counsel, guidance, perspective, and unconditional love and support. Oh yes, and wisdom. Lots of it! You'll find out what I mean when you read this book." —Kevin Roberts, CEO Worldwide, Saatchi & Saatchi "Bob Seelert entered Saatchi & Saatchi in early 1995 when the company was in flux and extremely unstable. In a few short years, he not only stabilized the business, he grew it into an even greater advertising powerhouse than it once was. If anyone is qualified to write about business turnarounds, it's Seelert!" —David Herro, Chief Investment Officer-International, Harris Associates LP "Spencer Stuart placed Bob Seelert into leadership positions at Kayser-Roth and Saatchi & Saatchi at times when success seemed impossible, but failure was not an acceptable option. In both situations, he achieved highly successful turnarounds, and his stories tell you why." —Thomas Neff, Chairman, Spencer Stuart USA "Bob Seelert and I worked together for twenty years, and I saw firsthand how the wisdom in this book enabled him to build businesses and organizations. For MBA students and other aspiring business leaders, this book will become their well-thumbed how-to guide for constructing a successful career." —Erv Shames, Lecturer, University of Virginia Darden Graduate School of Business andformer President and CEO, General Foods USA and Borden, Inc.
Author | : Rick Brandon |
Publisher | : Simon and Schuster |
Total Pages | : 328 |
Release | : 2004-12-06 |
Genre | : Business & Economics |
ISBN | : 0743262549 |
Discusses how to eliminate unethical behavior at the workplace, demonstrating how to master corporate politics ethically through an understanding of political styles and an application of strategies in such areas as networking and idea promotion.
Author | : Anthony Parinello |
Publisher | : Simon and Schuster |
Total Pages | : 211 |
Release | : 1999-09-01 |
Genre | : Business & Economics |
ISBN | : 1440501947 |
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.