Selling To VITO

by Anthony Parinello

Selling to Vito contains all the tactics you need to get appointments with impossible-to-reach top decision-makers. They in fact are the Very Important Top Officers (VITOs), the people with the ultimate veto power who hold the key to bigger commission checks, every sales award you could possibly win, and VITO to VITO referrals that you can take to the bank!
You'll quickly learn how
Selling To VITO offers innovative new ideas and street-smart tactics for reaching the very top person in any organization. It's based on the seminars that have helped thousands of sales professionals from top corporations like Canon, 3M, Hewlett-Packard, and MCI bust quotas and increase commissions. It can help you, too, by getting you to the right person so you can do what you do SELL!

Anthony Parinello is without question the country's foremost expert on getting appointments with, and selling to, top decision makers. This book is the product of his twenty-three years of award-winning sales performance.

Genres: Business, Nonfiction, Professional Development, Economics

Paperback

First published August 1, 1994

Reviews

[Mitchell Williams · Rating 4 out of 5]

I enjoyed this book, it was a bit more of a break down in sales techniques, what to track and how to contact the VITO ( decision makers) of companies. It also gives you good points on what to say how to say it. Over all a good read for anyone looking to pick up extra knowledge in the world of sales.

[D.J. Sebastian · Rating 5 out of 5]

Simply the best book ever written on selling. Gives the reader a unique, and proven approach for selling at the top, and a process that ensures you are spending your time wisely in opportunity pursuits.

[Sophie · Rating 3 out of 5]

Read for work. Has some interesting points, but isn’t life changing.

[Kim Nyqvist · Rating 1 out of 5]

Total shit. 100% truth.

[Charlie Rogers · Rating 3 out of 5]

A useful insight into selling at the top-level, but rather dry and out-dated as a read. I'll be applying some of the lessons, but it's definitely more of a refer back to kind of book.

[Lauren Kalo · Rating 3 out of 5]

Pretty good, but maybe not most relevant with current market. There are definitely some good tidbits, but this process has gotten more and more difficult.

[Gabriela Feibel · Rating 5 out of 5]

Surprisingly excellent. Loved the skills, techniques, and tools shared in this book.

[Robert Bogue · Rating 4 out of 5]

Who do you sell to when you sell? Do you sell to the person that you’re able to reach or to the right person? Do you start your sales process knowing who you’re ultimately going to have to convince? If you do, then why don’t you start there and have them refer you down to folks to talk to before coming back up for the final approval? Won’t that make it easier? That’s what Selling to VITO: The Very Important Top Officer is all about. How to engage the right person in the right way from the start so you’ll close more deals and waste less time.

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[Jessica]

The bravado can be useful, particularly if you've encountered CEOs/Presidents/Etc that are personable in speaking, but may not automatically relate to the purchasing portion of the business; it can help to reflect on the ways what you offer is of key concern, and to let this matching of interests frame your points - and your persistence.

The typecasting veers a little extreme, particularly in an era that's seen its share of technocrats. Integrating this and "Strategic Selling" is more than a little interesting.

Take away point is to not shy away. In terms of not covering your bases - that would not be wise, either.

[Tim · Rating 4 out of 5]

I'm not in sales so much of the book was not directly related to what I do - sorta. But I do understand that I have to 'sell' myself and provide the product VITO's are looking for (myself as in the type of work that I do). So the first couple chapters really made sense and rang true for me. They were things I knew, but don't always stay focused on unfortunately. So the refresher is well needed. The rest of the book went into process and so on of sales and I can say that they author is correct in how he approaches processes (that is my specialty). I have little doubt the rest of the book can be very useful for those who work this career.

[Megan · Rating 3 out of 5]

I've always avoided any books that seemed like "self-help" and I find business boring but... I guess I am finally a real adult, because my new boss recommended this to me and I read it, and found a couple of useful things within its pages. It's a bit dated, but still general enough to be relevant.
**My copy of this is currently sitting at my desk in my office which I haven't been at in over a year. I kinda hope I NEVER go back.

[Ted · Rating 3 out of 5]

It may be written as though it's the barely edited lecture notes the author uses in his motivational seminars, but there's not denying the value of the message he conveys in this book. I consider this one of the more helpful books for people in sales that I've read.

[Letitia · Rating 3 out of 5]

Pretty revolutionary sales approaches...interesting if you're into that kind of stuff. I had to read it for work.

[Sandra · Rating 4 out of 5]

great book on explaining how to sell (and not to sell) to VITO's --very important Top CEO officers.

Great for the sales beginner or those who are looking to improve their sales techniques.

[David · Rating 4 out of 5]

great for getting to VITO. I have tried it with success a few times.

[Carey · Rating 3 out of 5]

Haven't finished it, but the idea and concept is interesting. But you have to be able to justify your cost savings to the companies you are calling.

[Rebecca · Rating 3 out of 5]

The entire VITO concept was recently introduced to my sales team. An excellent reminder of the importance of top-down selling, but parts of it are slightly unrealistic.

[Mary Samson · Rating 5 out of 5]

Must read for sales.

[David Dalka · Rating 5 out of 5]

Provides a unique framework to think about and view the sales process.

[Eric · Rating 3 out of 5]

Reminder that you always have to consider your audience and tailor your message to them and what they concern themselves with everyday.

[Manish Sharma]

nothin

[Eliot · Rating 4 out of 5]

Lots of solid advice.

[Lori Grant · Rating 4 out of 5]

A should-read book on sales and selling techniques for knowledge workers, managers, executives, and entrepreneurs.

[Brady · Rating 2 out of 5]

Some good tips and theories, but not all are practical or relevant.

[Paul · Rating 3 out of 5]

Great review of the selling process with the author's spin on how to sell at the top of a company.

[Kelli Shinault · Rating 5 out of 5]

Great positioning

Easy to read and functional making a defined process to execute the strategies within. It was a great book. If you sell , buy this.

[Jackie · Rating 1 out of 5]

Couldn't even finish this one. Didn't buy into this author's theory of sales.

[Lauren Meyer · Rating 3 out of 5]

Read this book to be a better sales person, found his strategies aggressive but effective!

[adrienna · Rating 3 out of 5]

Some good tips, but needs updated.

[Robert · Rating 4 out of 5]

An absolute must to understand how to get to the decision maker.