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"Every VITO has
a VITO. Want to catch VITO's attention immediately? Just call and mention one of
their Board of Director's names!"
Anthony
Parinello
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Click
here to purchase this book. | |
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How I made a science out of C-level executive selling
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“If you’re trying to sell to VITO, making it up as you go along is a mortal sin.”
Tony Parinello
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Back in 1995, I coined the phrase VITO -- for Very Important Top Officer -- and wrote my first bestselling book, Selling to VITO.
Over a million books later, I’ve personally trained well over two million salespeople – and I’ve trained the majority of the Fortune 100 sales teams on how to get appointments with and sell to difficult to reach CEOs, Presidents and owners – the people I call VITO (the Very Important Top Officer). I’ve talked to more VITOs, interviewed more VITOs and have taught more salespeople how to get to VITOs than anybody else.
I tell you that, not to impress you, but to impress upon you the point that VITO Selling has been tested extensively in the field. In other words: This stuff works.
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“Our sales cycle has been cut by 50% and we now have 10 times the amount of multi-million dollar opportunities in our funnel. My team is selling faster, bigger, and smarter … to VITO!”
Mike Adami, Vice President, Moore USA
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How It All Started
Many of you know that I started my selling career with Hewlett Packard as a computer systems salesperson. During my time with HP, I was the recipient of every award and contest they had including Rookie of the Year and the MVP of the Year, and every Top Fill-in-the-Blank Club in the house. Let me tell you, I basked in the glory of each one of them! I even created a monthly contest and won that consistently as well. What a kick!
After my first three stellar years, however I found myself in a slump. Thinking that sales would magically roll in (hey, look at all the awards I won!) I was caught way off guard when halfway through Year 4; I found myself at, uh, 19% of quota and was put on formal probation.
I was given 6 months to pull off a spate of major systems sales or lose my job.
Well, to make a long story short, I finished that year at 103% of quota and got to keep my job for at least one more year. And I did it by creating what I teach today – VITO Selling.
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Sell Large, Live Large
I hate being at the bottom. I call that Sales Hell. It’s where you have to deal with endless sales cycles, puny orders, anemic commission checks, and even the looming possibility of probation and job loss.
I much prefer living at the top: Sales Heaven. This is where major sales close in half the time, client referrals roll in and you’re living large –big toys, exotic vacations, a cool ride (or two), country club memberships, and a very nice, big house – all because you choose to do it that way
These days, after years of practice, I am still selling large … and so can you!
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Do you find yourself in Sales Hell more than you’d like?
Take this quick quiz. If you answer “sometimes” or “never” to more than three of the following questions, then rest assured that VITO Selling can help get you out of Sales Hell and into Sales Heaven! |
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Question |
Always |
Sometimes |
Never |
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Do you land in-person appointments with top executives? |
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Do you get callbacks from the voice mail messages you leave? |
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(Calls to friends don't count!)
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Do gatekeepers aid your effort to get an appointment? |
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Are your sales forecasts more than 80% accurate?
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Do you skillfully side-step shunts to lower levels?
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Does your prospecting correspondence yield the response level that you want? |
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Are you confident in making telephone calls to the C-suite or higher? |
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Reality Check
Did you get more than three “sometimes” or “never” answers?
If so, not a problem! You’ve found the right web site. Getting into sales heaven is easy if you know what to do and how to do it.
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Let’s get started!
Now there’s a way for me to personally guide you through each and every step of VITO Selling and be available for support along the way. I designed my new Quota Buster Program, for individual salespeople as well as sales teams to “get VITO-cized” without having to attend another seminar or take time away from the field. If you are ready to make the commitment to change the direction of your career… and your destiny… by targeting and connecting with Very Important Top Officers, take action.
Join the Quota Buster Program right now!
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| If you have any questions, comments, or suggestions give us call. The number to my office is 1-858-278-8284. I’d also love hearing about your VITO story. You can always send me an email
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