Getting To VITO (The Very Important Top Officer): 10 Steps To VITO's Office

The author of the bestseller Selling to VITO returns with a 10-step plan for getting to the Very Important Top Officer's top of mind, top of wallet, and top of their "to-do" list. Anthony Parinello's Selling to VITO introduced salespeople everywhere to the Very Important Top Officer—and taught them the precise steps of how to sell to the person with the ultimate veto power. Now, Parinello returns with Getting to VITO, a sales resource that offers proven, best-practices advice on how to get into VITO's head, secure budgets, and become a trusted advisor. Based on Parinello's extensive sales experience and the experiences of over a million salespeople who have studied his VITO process, this book shows salespeople how to: Find and pre-qualify the real VITO, establish value, cut through communication barriers, disarm objections, craft industry-specific elevator pitches, and receive coaching from Parinello's own professional coach.