www.vitoselling.com NEWS en-us Copyright © 2005 VITO Selling Webmaster@vitoselling.com Webmaster@vitoselling.com Tony Parinello2/12/2008NEW for December! Accelerated Selling to VITO ‘primer’ sales program! In just 29 short, tactical, focused and FUN e-lessons you’ll learn every trick in the book (actually every trick in all of Tony’s best selling books) on how to reach sales mastery! It’s a perfect ‘runway’ to VITO’s office PLUS…you’ll get exclusive access to the Sales Mastery Live Broadcasts! PLUS…you’ll get to ask your toughest questions answered…PLUS…if you don’t like any of this great stuff you’ll get your money back! No questions asked…Speaking of money this entire program is only $29.00! To Join now: Click here (KAT, THIS LINK GOES TO OUR REGISTER NOW PAGE WITHIN BB.BIZ) For more info: Click here (KAT, THIS LINK GOES TO THE NEW SITE’S “SALES MASTERY PAGE” To Join now: Click here (KAT, THIS LINK GOES TO OUR REGISTER NOW PAGE WITHIN BB.BIZ) For more info: Click here (KAT, THIS LINK GOES TO THE NEW SITE’S “SALES MASTERY PAGE” 3/21/2008 12:19:07 PMTony Parinello6/25/2008Your salespeople will exceed their quota or, you’ll get your money back. No kidding! Give me your sales team for one-hour each week (Friday from 10 to 11:00 PM Pacific Time) and I’ll get them ahead of their quota. No hype, no excuses. Your team will be landing bigger deals in less time under my direct guidance. Here’s how this unique program works: Your team will take a short series of e-lessons (PowerPoint slides, with my voice and powerful workbooks and exercises) as they use what they learn I will be by their side each week for one hour to answer their specific questions. Plus they will be coached by our head VITO Selling success coach, Steve Dailey which will clearly make their success unavoidable! In the past, we’ve charged thousands of dollars for this program. And now, because of the Internet and our in-house technology it’s all yours at a fraction of the cost. And it’s totally guaranteed! To Join Now, Click here: (KAT, PUT LINK TO REGISTER NOW PAGE IN BB.BIZ) For More Information, Click here: (KAT, PUT LINK TO QUOTA BUSTER’S DETAILED PAGE IN VITO STORE 6/26/2008 1:24:03 PMTPCopyright 1996-2004 PR Newswire Association LLC.7/25/2008As news of the battered economy proliferates the media and consumer confidence stagnates to historic lows, nowhere does the impact hit closer to home than in the sales industry. That's why it is important to have an effective strategy in place to take action when the economy is trending down. In response to this, Sandler Training (also known as Sandler Sales Institute) has co-authored a book titled Five Minutes with VITO(sm); Making the most of your selling time with the Very Important Top Officer.7/25/2008 1:43:53 PMTony Parinello6/9/2006Your everlasting top sales performance requires everlasting training and reinforcement. Imagine an on-going, year-long VITO training event that you can attend from your home or office. One that’s delivered by the VITO Master himself (that’s me, Tony Parinello) and includes over 52 hours of live VITO instruction throughout the year with live toll-free call-in! CLICK HERE for a sample VITO University broadcast… 6/9/2006 11:37:09 AMTony Parinello12/17/2007If you’ve got a mission-critical idea, VITOs will listen. Mission critical employees…can you make them more effective and efficient? Mission critical processes…can you make them more productive and/or less costly? REMEMBER: always speak in terms that VITO can easily understand. Forget all industry jargon, product names and numbers and techno-babble! Club VITO MEMBERS….LOG-IN AND SEARCH ON KEY WORD “QUESTIONS” Not yet a Club VITO member? Click here. 2/26/2008 10:56:37 AMTony Parinello6/12/2006This is the biggest "no-brainer" since the beginning of the sales profession! You'll be over quota before you know it using my proven process: You'll take a few e-lessons that will bolster your skills and confidence with Selling to VITO. We'll do a VITO Blitz day twice a month. That's where I personally help you pick up the phone and call VITOs in your sales territory! You'll have my 800 number to call. I'll be by your side answering questions and even keeping you entertained along the way. You'll have access to head VITO Coach, Steve Dailey! He'll personally help you close the gap between "knowing and doing". You'll be LIVING AND SELLING LARGE in no time at all! Now that you know this it would be irresponsible for you to ignore it! Not Convinced? Call us at 1-877-GOT-VITO and we'll give you the low down. Ready to join the Quota Buster Program? Click here. Club VITO Member already? Call, Beth Allen at: 1-877-GOT-VITO to upgrade your Membership! 6/12/2006 10:10:04 AMT. Parinello6/4/2007VITO’s appreciate honesty. Be realistic in your assumptions and projections. If you don’t know make sure you mention that you “suspect” the results to be attainable. CLUB VITO MEMBERS….LOG-IN AND SEARCH ON KEYWORD “OPENING STATEMENTS” 6/16/2007 10:31:07 AMT. Parinello6/11/2007VITOs in similar industries have similar hot buttons. Ask five of your existing VITO customers the following questions: What are your goals, plans and objectives in the next quarter? What’s your biggest business challenge at this point in time? What particular competitive situation are you most concerned about? Now, go and find a VITO prospect in a similar industry and pitch your BENEFITS to them. CLUB VITO MEMBERS….LOG-IN AND SEARCH ON KEYWORD “BENEFITS” 6/22/2007 1:52:14 PMT. Parinello6/18/2007If the VITO in each of your existing accounts hasn't heard directly from you about the actual value of your business relationship, you are at risk of losing the account. Meet with your current contact and quantify exactly what results have been taking place. Make a presentation to your current contact's Line of Business executive giving your contact his/her fare-share of the credit. Ask the LOB… "Would you introduce me to your President? I would love to get a handshake and thank them personally for the opportunity to serve them." Don't take no for an answer! CLUB VITO MEMBERS...LOG-IN AND SEARCH ON KEYWORD "QUESTIONS" Not yet a Club VITO Member? Click Here 6/29/2007 4:24:12 PMT. Parinello7/9/2007Risk is a way of life at the top; risk assessment is a language VITOs understand. Always present your value so that the reward is stated in levels of risk. Never understate the amount of risk just to make your offer more attractive. What’s the political risk? Will your idea downsize or eliminate departments? What’s the opportunity risk? While VITO is implementing your ideas is anything else stopping or slowing down? CLUB VITO MEMBERS….LOG-IN AND SEARCH ON KEYWORD “RISK” Not yet a Club VITO member? Click here. 7/24/2007 12:40:18 PMT. Parinello8/27/2007How many different areas in VITO’s organization can your product, service or solution have a positive affect on? (Hint: It typically affects a lot more areas than those where it’s used.) Forget your data sheet and marketing literature. Go out and observe preciously how your customers are using what you sold them. Quantify the impact on VITO’s top, middle and bottom line. CLUB VITO MEMBERS….LOG-IN AND SEARCH ON KEYWORD “VALUE” Not yet a Club VITO member? 9/4/2007 10:20:12 AMT. Parinello9/17/2007Before you speak to a VITO, ask yourself: "What can I say or do on this call that would make this VITO's day a memorable one?" And then make it so! Not yet a Club VITO member? 9/28/2007 10:50:31 PMT. Parinello9/10/2007VITO’s like questions that get to the point. They admire the people who ask them…try asking: What will it take for you to become one of my customers? What are you looking for in a business relationship? Could you see yourself spending $XXX,XXX in the next month to overachieve your “X” strategic initiative? CLUB VITO MEMBERS….LOG-IN AND SEARCH ON KEYWORD “ENDING QUESTIONS" Not yet a Club VITO member? 9/17/2007 2:17:36 PMT. Parinello10/17/2006Tony’s Wall Street Journal, best-selling book, Think and Sell Like a CEO is now available in paperback! PLUS, if you order this book before October 31, 2006 you’ll get our $79.00 Audio program absolutely FREE! To place your order Click here: http://www.vitoselling.com/secureorder/orderFormDetails.asp?id=11110/20/2006 12:29:46 PMT. Parinello6/25/2007When you make a telephone call or meet with a VITO in person, make sure your "talk time" is never longer than 8 consecutive seconds. Remember, the person doing the talking has the power, control and authority. And that must always be VITO. Not yet a Club VITO member? 7/13/2007 2:46:36 PMT. Parinello10/8/2007Business rapport happens naturally when you put VITO’s needs and interest first. Make sure you: always “speak” with VITO’s purpose in mind, assume you are the functional equivalent with whomever you are speaking to, never use an “ice-breaker” and take the word “I” out of your vocabulary! Not yet a Club VITO member? 10/12/2007 11:19:47 AMT. Parinello11/2/2006NEW for November! Accelerated Selling to VITO ‘primer’ sales program! In just 29 short, tactical, focused and FUN e-lessons you’ll learn every trick in the book (actually every trick in all of Tony’s best selling books) on how to reach sales mastery! It’s a perfect ‘runway’ to VITO’s office PLUS…you’ll get exclusive access to the Sales Mastery Live Broadcasts! PLUS…you’ll get to ask your toughest questions answered…PLUS…if you don’t like any of this great stuff you’ll get your money back! No questions asked…Speaking of money this entire program is only $29.00! To Join now: Click here (KAT, THIS LINK GOES TO OUR REGISTER NOW PAGE WITHIN BB.BIZ) For more info: Click here (KAT, THIS LINK GOES TO THE NEW SITE’S “SALES MASTERY PAGE” To Join now: Click here (KAT, THIS LINK GOES TO OUR REGISTER NOW PAGE WITHIN BB.BIZ) For more info: Click here (KAT, THIS LINK GOES TO THE NEW SITE’S “SALES MASTERY PAGE”11/7/2006 1:44:23 PMT. Parinello5/30/2007Are you sick and tired of selling to ‘decision makers’ that when all is said and done don’t really decide on much of anything? Do you want to stop this madness once and for all? Good! Now, you can get your hands on the secrets I've personally taught the most successful, highest-paid salespeople in America and in over 30 countries around the world. Secrets that I guarantee will get you to the real decision maker. Here’s how this program works: • Every Monday, you’ll get: 1. A quick, powerful and proven tactical sales tip that you’ll be able to use immediately in your sales work. 2. A quick, focused plan to put into action what you just learned! This is the only program you ever need to finally fix what’s wrong with your sales approach! Guaranteed! Click Here for more information Click Here to join immediately 6/1/2007 12:18:40 PMTony Parinello7/23/2008Quota Buster Program is your ticket to the fast lane. Tony will critique your VITO letter, Voice mail messages, Opening Statement, etc. Teach you how to speak like and with VITO Answer your questions through your VITO process Close the gap between knowing and doing with our Head VITO Coach, Steve Dailey 7/25/2008 1:03:47 PMT. Parinello5/28/2007If you’ve got a mission-critical idea, VITOs will listen. When it comes to communicating with VITO Shorter is always better! Write 30 words that you think would catch VITO’s attention! Always articulate the up-side and down-side of your idea. And always invite VITO to take the next step. It could sound like this… “Increase revenues up to $500,000, and receive a 2,000% return in 6 months. Would you like to meet the person who could create similar or greater results for VITO Inc.?” CLUB VITO MEMBERS….LOG-IN AND SEARCH ON KEY WORD “QUESTIONS” Not yet a Club VITO member? Click here. 6/8/2007 11:47:55 AMTony Parinello7/23/2007Check your ego at the door whenever you deal with VITOs. Never challenge their power, control or authority. Use only words and phrases that this VITO will understand. Don’t engage them in topics that they don’t understand. Don't suggest that they do anything! Always ask for their opinions, suggestions, advice and direction. Always assume that they have the knowledge... "as you are aware...", "as you know..." Don’t ever say anything close to: “let me tell you…”, “did you know…”, “as I mentioned…” “Let me tell you,” “Here’s what I think…” or, “What you should do is…” 8/3/2007 11:15:22 AMT. Parinello10/1/2007Every sales activity that an effective VITO performs stands alone - and represents a complete thought and idea. You must do the same! Create a sales process that accurately reflects how your customers buy. Know why each step of your process is important. Never skip a step. CLUB VITO MEMBERS….LOG-IN AND SEARCH ON KEYWORD “PROCESS” Not yet a Club VITO member? 10/5/2007 1:59:00 PMT. Parinello10/15/2007Successful VITOs rarely, if ever, make the same mistake twice. Virtually every mistake is turned into an effective learning experience. You should do the same! Not yet a Club VITO member? 10/19/2007 12:06:47 PMT. Parinello10/22/2007If you’ve got a mission-critical idea, VITOs will listen. Mission critical employees…can you make them more effective and efficient? Mission critical processes…can you make them more productive and/or less costly? REMEMBER: always speak in terms that VITO can easily understand. Forget all industry jargon, product names and numbers and techno-babble! CLUB VITO MEMBERS….LOG-IN AND SEARCH ON KEY WORD “QUESTIONS” Not yet a Club VITO member? Click here. 10/26/2007 8:53:47 AMT. Parinello9/3/2007Not getting a call-back? Be ready to articulate what it’s costing VITO on a daily, TIP NUMBERly, monthly, quarterly or yearly basis not to work with you. Quantify this figure in terms of lost revenue. Quantify this figure in terms of un-intentional waste in time, opportunity or expenses. 9/12/2007 11:36:16 AMTony Parinello5/25/2007NEW! Club VITO, Hero’s & Legends CD! Listen to VITO! Want to know what’s on VITO’s mind? Want to know what they look for in a sales pitch? Want to get this all from the real source? <MORE> Want to know what’s on VITO’s mind? Want to know what they look for in a sales pitch? Want to get this all from the real source? Here it is! Twelve hours of live interviews with the VITO’s of the world! If you really want to Think and Sell like VITO and speak their language this is the CD for you! Lively, enter-trainment at its finest! Hosted by the VITO man himself, Tony Parinello. Each interview is packed with hard-hitting advice from CEOs, Presidents and Owners…pearls of wisdom from the consummate sellers in the nation! Click here to purchase5/9/2007 3:05:24 PMTony Parinello5/27/2007NEW! Club VITO, Coaching CD! We Coach…You Win! Are you at a performance plateau? Are you getting in the way of your own success? Looking for a swift, compassionate kick in the keester? Are you at a performance plateau? Are you getting in the way of your own success? Looking for a swift, compassionate kick in the keester? Well you just found it! Head VITO Success Coach, Steve Dailey gives you direct, to-the-point advice that will put you on the fast-track of success. You’ll learn how to: Set realistic power goals and achieve them Maximize the return on self-investment Develop the best habits of true success Coach your prospects and customers to buy from you Much too much more to mention! If you’re ready to have your Best Year Yet in sales let this CD be your new mantra!5/9/2007 3:08:01 PMTony Parinello7/24/2008Sandler Training, CEO David Mattson and VITO Selling have teamed-up to create 'Five Minutes With VITO' This co-authored book will blend the two most recognized training brands in the world into one voice! You'll learn how to get the appointment and... build business rapport with VITO establish up-front contracts with VITO find out what VITO's pain points are earn VITO's top of wallet get the 'move-forward' decision learn how to fulfill VITO's 'must have' list get the add-on business and 'post sell' much, much more! 7/25/2008 1:03:26 PMTony Parinello6/2/2006Check out my latest book "Getting to VITO" and find out! This update to the immensely popular "Selling to VITO" (1999) embodies the spirit of VITO Selling and brings it into the 21st century. From best practices education to coaching in every aspect of Very Important Top Officer Selling, "Getting to VITO" is the book to have if you're serious about selling. Click here for more information.6/9/2006 11:38:32 AMTony Parinello6/5/2006Tired of making Cold Calls? Then get you’ve got to read this book!!! No kidding, the chapter on getting referrals is worth the price of the book! ($16.95 USD) as Brian Tracy master sales performance expert put it: “This book shows you how to get more and better appointments with qualified prospects faster and easier than ever before! Tony is the expert in this area and this is a great book.”6/12/2006 10:10:19 AMTony Parinello6/23/2006This live broadcast brings it all together for the entire sales team; sales leaders, sales managers and salespeople. VITO Selling to your real world situation. Have you ever done a VITO Blitz day? It’s a kick in the a__ __. Many of my clients who put their teams through VITO Blitz days will tell you some epic success stories. (Like a $1 million sale closed in just weeks, from a single VITO letter and phone call.) I’ll be sharing VITO best practices. Come on… you can’t beat this. Listen for yourself! CLICK HERE for a sample VITO Sales Meeting broadcast… 6/12/2006 10:09:35 AMTony Parinello11/1/2007Didn't catch this month's VITO Wire eNewsletter? Click the links below to see what you missed!2/26/2008 10:30:00 AMT. Parinello7/30/2007VITO’s need to see the “big–picture” they need only to understand the BENEFITS of what you’re selling. A benefit is the actual result your product, servcice or solution can deliver divided by time… Increased revenue by as much as 12% in six months is a benefit. An advantage is how you do it… We train your sales people how to make contact with and sell to Top Officers. CLUB VITO MEMBERS….LOG-IN AND SEARCH ON KEYWORD “BENEFIT” 8/9/2007 9:10:59 AMT. Parinello8/6/2007VITO’s love questions and conversations that challenge conventional thinking…try these: “What are the three critical business results that you would like to see improved in the next 90 days?” “If you had one business tool that none of your competitors had what would it be?” “If you could improve efficiency in one area of your enterprise where would it be?” CLUB VITO MEMBERS….LOG-IN AND SEARCH ON KEYWORD “QUESTIONS” Not yet a Club VITO member? 8/26/2007 1:26:32 PM