Selling To VITO (The Very Important Top Officer)
Author: Anthony Parinello, Denis Waitley
List Price: $12.95
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ISBN: 1580622240
Publisher: Adams Media Corporation (1999)
Sales Rank: 2,405
Average Customer Rating: 4.41 out of 5
Customer Reviews
Rating: 5 out of 5
Outstanding approach tor low-volume, targeted marketing.
Selling To VITO is definately a must read for anyone who sells high-dollar products or services in low volume. It would be terribly hard, however, to make a good living using Parinello's process if you are required to close large numbers of sales to hit quota. (Because the work that goes into pulling this off is immense.)The success of Parinello's process is rooted in four key features:
1. Social Proof: If other, well-known companies used you, then you must be great.
2. Authority: One of VITO's peers will supply testimonials of success on your behalf.
3. Process: Develop a linear process to ensure objectives are preplanned and met.
4. Consistency: Keep a consistent message that focuses on results and makes you stand out as unique among the many salespeople attempting to get in.
(For information on social proof and authority, see INFLUENCE, Science And Practice, by Robert B. Cialdini, Ph.D.)
I must admit that I was unable -- perhaps unwilling is more accurate -- to make the follow-up phone call and voice-mail processes work, because, while I'm passionate about what I sell, faking perkiness simply doesn't work for me. (And I'll bet that being over-the-top perky is a key part of pulling this off.)
Bottom line, if you do any type of cold-letter writing, you should read this book.
Rating: 5 out of 5
TOP SALES STYLE
I read Selling to VITO. It is the best book I have read as a 25 year experienced sales person and sales manager. The recommendations WORK. I was a top sales performer for our company using VITO as my guide. All people in our team who read Vito ended there year at least 300% of plan. For anyone that trully wants to over achieve and view sales as a profession this is a MUST read. I read the entire book in one day. Could not put it down. The approach works for small companies and big. I work for a $80B Technology company and I find that Parinello's advice is applicable for both big companies and small.
Rating: 5 out of 5
Highly Recommended!
Are your sales in a slump? Chances are you're selling to the wrong people. In this A-to-Z primer, Anthony Parinello explains how to get your foot in the executive suite. To be successful in sales, he says, go right to the top. Although well organized, the content at times reads like a stream-of-consciousness speech. Many of the "secrets" Parinello reveals are plain common sense - it's hard to believe that anybody in sales wouldn't know them. His advice about using the Web for research is dated (when was the last time anybody used the term "information superhighway"?), but the principles he outlines are timeless and make this a great read which we recommend to performance-oriented sales people and sales managers. Overall, this inspirational, motivational account should fire up sales people and help them see the forest, not just the trees. Similar Products
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