Wes Schaeffer interviewed me on ‘The Sales Podcast’

This Post is Written in : 4 January 2017, Under Category :

TSP #54: Sell More When You Reach The C-Suite With Anthony Parinello

My note to you:  I’m usually the one doing the interviewing, however my friend Wes, wanted to interview me. While we did this a year ago, the information and message are just as important and valid today.
















Click the Button to Listen to the Whole Interview

Anthony Parinello – ‘Selling to VITO’ The Sales Whisperer Podcast Session 54

The below was taken from Wes’ site.  If you want to see the original post on his website – Click Here

Tony Parinello created his own brand of sales training called Selling to VITO™, the Very Important Top Officer in 1995. Today, Tony is trusted by the majority of Fortune 1,000 and over 2.5 million sales people in more than 30 countries to help them create bigger deals in less time. Tony is a Wall Street Journal bestselling author and created Selling Across America; the first and only radio and Internet talk show dedicated to salespeople and the art of selling. Tony Parinello has been the marketing and sales expert on Entrepreneur.com, a website that is visited by more than 6 million unique visitors each and every month. Tony wrote nine powerful, practical, and tactical books on the topic of selling: Getting to VITOStop Cold Calling ForeverGetting the Second AppointmentThink and Sell Like a CEOThe Complete Idiot’s Guide to Dynamic Selling, And Tony’s massively popular Selling to VITO™, the Very Important Top Officer which have sold over 1 million copies!

Sales Success Secrets

  • Snag the “intentional area” of the executive’s brain to get them to say yes.

Rubber-Meets-The-Road Tip

  • Person-to-person contact is where it has always been and always will be.
  • Be real and responsive and authentic.
  • We have to give to get. That’s why so many things are free online today.
  • If you have an idea and can articulate it you can reach anyone today.
  • Send a hand-written fax and a hand-written letter.
  • Send a letter then an hour before the call fax them the exact letter then call.
  • We need to actively listen.
  • Respond to the words and emotions.
  • They’ll listen to you once they trust you.
  • Never leave the same voicemail twice.
  • Cold calling still works. It’s amazing to call into the C-Level. About 25% of the time VITO picks up the phone. Either way, one of three things will happen:
    1. VITO answers
    2. His assistant answers
    3. Voicemail
  • Avoid the “F” word – facts, features or figures. “Yap Yap.” They’ll toast you or shunt you to the person you sound like.
  • It’s all about revenues, efficiencies & effectiveness, contain cost, be more compliant.
  • You want the response of “tell me more.”

Get Tony’s Book

Links Mentioned

  • http://www.vitoselling.com/


Grow your sales with this book.

Thank you for checking out this session of The Sales Whisperer® podcast. If you need more help growing your sales, check out the following resources scattered around this site and a few others I operate, such as:

Check me out here –  http://thesaleswhisperer.com/

Good Selling,

Wes Schaeffer Infusionsoft Sales & Sales Training Signature


  • facebook
  • twitter
  • digg
  • stumbleupon
  • delicious
  • Add to Reddit
  • RSS

Comments are closed.