Anthony Parinello
ISBN: 0-471-67519-9
Paper
272 pages
February 2005

Author of the best-selling Selling to VITO (Very Important Top Officer) on the next generation of VITO how to get to VITO and once there how to close the sale.
Based on his experience and the over one million salespeople who have studied his VITO process, Parinello now teaches you how to perfect your approach to the Very Important Top Officer in ten proven steps. Using Parinello's patented ten step process, case studies and stories from the top salespeople, Getting to VITO is a mandatory resource for any salesperson that wants to be at the top of their field and earn big money.

Getting to VITO also includes a Personal Action Guide and an Implementation Matrix that schedules and tracks each of the steps necessary to getting to VITO.

TABLE OF CONTENTS:
Foreword
Step One: Value Inventories
Step Two: TIPs from VITO
Step Three: VITO Opportunity Management
Step Four: Finding the Approver
Step Five: CUT to the Chase
Step Six: Initial Approach Strategies
Step Seven: The Elevator Pitch
Step Eight: The Gatekeeper ally or adversary
Step Nine: Qualifying First-Call Objectives
Step Ten: The Surrogate Sales Manager