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"Become VITO's value partner and they will buy from you. For example, what specifically can you do and how long will it take? If you don't know, then make an intelligent speculation."
Anthony Parinello
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Click here to purchase this book.
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Click here for an eLesson on Value...VITO Style. | |
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If the team “learns it”, but never “does it”…
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How do you get an entire team to embrace a new way of doing things once they’ve “been trained”?
Is the “new way” taking hold and changing the way your organization does business … or is it something in a manual that gets filed away in a desk drawer?
How do you take control so your sales team walks the walk, instead of just talking the talk?
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Filling the pipeline with VITOs
My favorite approach is the hands on approach. And that’s what a VITO Blitz Day is all about. It’s a full day in which I personally coach an entire team through scheduled VITO calls.
This single day focuses the team on one single result: filling their sales funnel with an abundance of VITO prospects in the shortest possible time.
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It couldn’t be simpler
The process is easy and fun -- and it produces positive results quickly!
1) I create customized VITO correspondence and opening statements.
2) Team members send out the approved letters.
3) I coach the team (10 to 10,000) throughout an entire day of VITO calls – answering questions, providing guidance and inspiring them to do things they’ve never done before.
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VITO Blitz day results are anything but typical.
We see a 10% - 20% direct contact ratio with VITO. As in -- we call, VITO answers the phone. Of the remaining 80% of our calls, half of these result in direct contact with senior line-of-business exec, and half result in a powerful voice mail message for VITO.
It’s not unusual for sellers to receive a personal call back from VITO from a single, carefully crafted voice mail message.
Sellers get into accounts they had been locked out of for years, and it’s not uncommon for them to uncover major deals that subsequently close more quickly than usual.
One of the largest package delivery companies in the world uncovered $10 million in qualified new business on their very first blitz day. On their 2nd blitz day they uncovered another $14 million more. Talk about return on investment! It doesn’t get much better than this.
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“The first coaching session we had with Tony sparked an idea that propelled one of my sales reps to win a $200,000 account that had been stalled for over three months!”
Mike Adami, Vice President, Moore North America
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Getting the most out of a Blitz Day
Frequency and repetition are key to instilling VITO Selling, not just in the brain, but in your team’s nervous system … and you’ll see the impact in your bottom. That’s why I recommend teams new to VITO Selling schedule two VITO Blitz days, about one month apart.
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Countdown to Blitz Day
Once the sales leader selects a day for the VITO blitz, I begin crafting up to 5 industry specific VITO letters based on value exercises and interviews within your organization and with your customers. Two weeks prior to the blitz day I lead a mentoring session with the entire sales team and we work on opening statements and gatekeeper tactics and anything else that your team needs to be totally prepared for their calls. Seven business days prior to blitz day, each team member sends out their own 10-15 customized VITO letters.
As we get closer to blitz day, I conduct a second one-hour tele-mentoring session that includes both role-playing and question answering that will inspire your team to greater success.
On Blitz-Day (!), I lead telephone conference calls throughout the day for on-the-spot mentoring and advice – once in the morning, then at noon, and at the end of the day to celebrate their successes!
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No risk. No kidding.
We grow our business with happy customers, and if you aren’t 100% thrilled with your VITO Blitz Day and its results, you won’t have to pay for it. Period. If you aren’t completely satisfied with the results of the Blitz Day, we’ll refund 100% of your investment.
Interested? Call VITO Central right now at:
1-858-278-8284
…or call Tony Parinello on his private line: 858-278-0745
(Yes, he does answer his own phone! )
or email us now |
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