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Author: David Mattson Publisher: Greenleaf Book Group ISBN: 097860783X Category : Business & Economics Languages : en Pages : 218
Book Description
VITO(tm) is the Very Important Top Officer, the person with the ultimate veto power. VITOs control every decision that s made in ever enterprise in your sales territory. If you want to sell and live large, you must get to VITO and launch the proven Sandler Selling System(r) that will turn VITO into one of your business partners forever. Sandler Trainings and VITO Selling have combined over 80 years of sales know-how, 1,200 hours of audio and video programs, 5,000 pages of training materials, and direct experience in training over 15,000,000 sales people...and distilled it all into one concise, power selling resource. This is the definitive guide for sales people who want to start where they belong at the top. In this book you will learn how to use the Sandler Selling System in all of your interactions with VITO including: How to land an appointment, bond and build rapport with VITO; How to establish up-front contracts with VITO; How to create allies in VITO s rank and file, including their Gatekeepers; How to leave voice mail messages that get call-backs... from VITO; How to make powerful presentations to VITO; How to control your sales process...and influence VITO s buying process; How to compress your sales cycle...and increase your average deal size.
Author: David Mattson Publisher: Greenleaf Book Group ISBN: 097860783X Category : Business & Economics Languages : en Pages : 218
Book Description
VITO(tm) is the Very Important Top Officer, the person with the ultimate veto power. VITOs control every decision that s made in ever enterprise in your sales territory. If you want to sell and live large, you must get to VITO and launch the proven Sandler Selling System(r) that will turn VITO into one of your business partners forever. Sandler Trainings and VITO Selling have combined over 80 years of sales know-how, 1,200 hours of audio and video programs, 5,000 pages of training materials, and direct experience in training over 15,000,000 sales people...and distilled it all into one concise, power selling resource. This is the definitive guide for sales people who want to start where they belong at the top. In this book you will learn how to use the Sandler Selling System in all of your interactions with VITO including: How to land an appointment, bond and build rapport with VITO; How to establish up-front contracts with VITO; How to create allies in VITO s rank and file, including their Gatekeepers; How to leave voice mail messages that get call-backs... from VITO; How to make powerful presentations to VITO; How to control your sales process...and influence VITO s buying process; How to compress your sales cycle...and increase your average deal size.
Author: Anthony Parinello Publisher: John Wiley & Sons ISBN: 1118040228 Category : Business & Economics Languages : en Pages : 274
Book Description
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 one-of-a-kind sales resource that offers proven, best-practices advice on how-to get into VITO's head, get into their budgets, and get on their team as a "trusted advisor." Based on Parinello's own extensive sales experience-as well as the experiences of the more than one million salespeople who've studied his VITO process-Getting to VITO shows salespeople how to: * Find and pre-qualify the real VITO * Establish real value in VITO's eyes * Cut to the chase with seven different correspondence modalities * Disarm every first-call objection a salesperson may encounter * Deliver the show-stopper "elevator" pitch for every industry * One-on-one coaching from Parinello's own professional coach! Anthony Parinello (San Diego, CA) is the country's foremost expert on selling to top officers. His bestselling book and audiotape program Selling to VITO (The Very Important Top Officer) has sold more than 500,000 copies. Parinello's Secrets of VITO: Think and Sell Like a CEO was a Wall Street Journal bestseller and his most recent book Getting the Second Appointment has been accepted by his following as the new sales process of "choice."
Author: Anthony Parinello Publisher: Simon and Schuster ISBN: 1440506698 Category : Business & Economics Languages : en Pages : 256
Book Description
There has never been a sales book that gives you one-on-one, personal help to catapult your sales career and your personal income to a level that will surprise you and shock your sales manager! You'll stop: wasting your precious selling time with 'non-decision' makers getting any rejection whatsoever from gatekeepers working your keester off for itsy, bitsy sales losing sales that you thought you were going to win not making your sales quota You'll start: making sales that are up to 65 percent bigger cutting your sales cycle in half getting as much as 120 percent more add-on business from your existing customers getting VITO to VITO referrals worth pure gold making the income that you really deserve
Author: Edward Bloor Publisher: Houghton Mifflin Harcourt ISBN: 9780152057800 Category : Juvenile Fiction Languages : en Pages : 328
Book Description
12-year-old Paul who is visually impaired starts to play soccer for his school, and begins to remember the incident that lost him his sight.
Author: Anthony Parinello Publisher: Simon and Schuster ISBN: 1440501947 Category : Business & Economics Languages : en Pages : 211
Book Description
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 to: Get into new accounts at the top Keep out of time-consuming log-jams-and into VITO's office Promote loyalty at the top with existing customers and capture add-on business Increase the size of every sale 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 best: 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.
Author: Wendy Whitman Publisher: Post Hill Press ISBN: 163758945X Category : Fiction Languages : en Pages : 219
Book Description
After the shattering conclusion of Cary’s quest for justice for the victims of a suspected serial killer in Premonition, Retribution picks up with her cohorts continuing their own investigation to hunt down the person responsible for the heinous murders. The man the media has dubbed the “Deer Killer” continues to haunt bucolic Connecticut—but now, his true agenda has been revealed. As more innocents fall victim to his prey, Detective Hank Nowak’s father enters the picture, only to become entangled in the murderer’s diabolical plot. The past informs the present as Hank, private detective Vito Loggia, and Sergeant Joseph O’Malley race against the clock to stop the killings. Who will be next? More importantly, who will come out on top in this deadly game of vengeance? “Retribution is a brilliant, thrill-a-minute roller coaster ride through the mind of a serial killer...Well done!” –Brian Cuban, Author of The Ambulance Chaser “...a fast-paced cat and mouse game between a cop and a serial killer...sit back and enjoy the ride as Retribution cleverly takes you right up to the brink where you can’t wait until Ms. Whitman delivers her next scintillating thriller.”–Deborah Goodrich Royce, Award-Winning Author of Reef Road, Ruby Falls, and Finding Mrs. Ford "...a serial killer thriller extraordinaire, a pulse-pounding exercise in suburban terror. A neo-noir of the highest level." –Jon Land, USA Today and New York Times Bestselling Author
Author: Publisher: Greenleaf Book Group ISBN: 0982255489 Category : Business & Economics Languages : en Pages : 199
Book Description
All prospects lie, all the time. Never ask for the order. Get an I.O.U. for everything you do. Don't spill your candy in the lobby. Until now, these unique rules (and 45 more) were given out only to Sandler Training clients in special seminars and private coaching. After three decades of proven success, the secrets are out in "The Sandler Rules". And when salespeople know the rules, they get results. Early in his sales career, David Sandler observed that some salespeople work hard and struggle for every deal, while others consistently, and almost effortlessly, uncover new opportunities and close sales. Why is it, he wondered, that two salespeople selling the same product in the same market can have such different results? Are great salespeople born with a special gift -- perhaps the right personality? Were they better educated? Did they have more experience? Were they just lucky to find themselves in the right places at the right times with the right people? No, they simply understood human relationships. Using Eric Berne's Transactional Analysis, Sandler devised a selling system and distilled forty-nine unforgettable rules that are frank, sometimes fun, and always easy to put to use. Sandler Training CEO David Mattson, coauthor of "Five Minutes with VITO", delivers this fresh and often funny guidebook, filled with real-world tactics for successful prospecting, qualifying, deal-making, closing, and referral generation.
Author: Bob Leuci Publisher: Open Road Media ISBN: 1504032322 Category : Fiction Languages : en Pages : 368
Book Description
In the roughest parts of Brooklyn, a brilliant female detective goes after a psychotic loan shark Capt. Nora Riter is a cop with a future, assuming her deadbeat husband doesn’t mess it up first. He’s hocked her jewelry, stolen her gun, and had cocaine delivered to their home. Their marriage is a toxic mess that could end her career—unless Blaze Longo ends it first. On the streets of Red Hook, Blaze is a legend: a merciless loan shark who wields a cleaver like a scalpel and wears a pouch around his neck carrying the severed ears of clients stupid enough not to pay up. Now the ice-cold psychopath has planned a kidnapping scheme that will catapult him into the big time, and it’s up to Nora to put him in his place. With the help of fast-talking conman Nicky Ossman, Nora dives into the murky underworld of the Brooklyn docks. If she succeeds, she’ll be a hero. If she fails, she’ll lose more than an ear.
Author: Mitchell Graham Publisher: Macmillan ISBN: 9780765318121 Category : Fiction Languages : en Pages : 364
Book Description
From the blood-smeared decks of the fabulous "Ocean Majestic" to the achingly beautiful--and dangerous--countryside of Italy, to the streets of New York City, a vacationing lawyer finds herself in a desperate race against a ruthless hit man.
Author: Michael Schiavi Publisher: Univ of Wisconsin Press ISBN: 0299282333 Category : Biography & Autobiography Languages : en Pages : 377
Book Description
Celluloid Activist is the biography of gay-rights giant Vito Russo, the man who wrote The Celluloid Closet: Homosexuality in the Movies, commonly regarded as the foundational text of gay and lesbian film studies and one of the first to be widely read. But Russo was much more than a pioneering journalist and author. A founding member of the Gay and Lesbian Alliance Against Defamation (GLAAD) and cofounder of the AIDS Coalition to Unleash Power (ACT UP), Russo lived at the center of the most important gay cultural turning points in the 1960s, 1970s, and 1980s. His life as a cultural Zelig intersects a crucial period of social change, and in some ways his story becomes the story of a developing gay revolution in America. A frequent participant at “zaps” and an organizer of Gay Activists Alliance (GAA) cabarets and dances—which gave the New York gay and lesbian community its first social alternative to Mafia-owned bars—Russo made his most enduring contribution to the GAA with his marshaling of “Movie Nights,” the forerunners to his worldwide Celluloid Closet lecture tours that gave gay audiences their first community forum for the dissection of gay imagery in mainstream film. Biographer Michael Schiavi unravels Vito Russo’s fascinating life story, from his childhood in East Harlem to his own heartbreaking experiences with HIV/AIDS. Drawing on archival materials, unpublished letters and journals, and more than two hundred interviews, including conversations with a range of Russo’s friends and family from brother Charlie Russo to comedian Lily Tomlin to pioneering activist and playwright Larry Kramer, Celluloid Activistprovides an unprecedented portrait of a man who defined gay-rights and AIDS activism. “Schiavi tells a compelling story in this biography—from his re-creation of life on the streets of East Harlem and in Greenwich Village of the 1960s and 1970s to the way he conveys Russo’s excitement about his film research and popular education to his account of the AIDS years in New York City.”—John D’Emilio, Italian American Review “In [Schiavi’s] hands Russo’s life is both fascinating in its own right and a window into a larger milieu of activism during two critical decades.”—Italian American Review Best Special Interest Books, selected by the American Association of School Librarians Best Books for General Audiences, selected by the Public Library Reviewers Finalist, Gay Memoir/Biography, Lambda Literary Awards Finalist, Over the Rainbow Selection, American Library Association
Author: David Mattson
Author: David Mattson
Author: Anthony Parinello
Author: Anthony Parinello
Author: Edward Bloor
Author: Anthony Parinello
Author: Wendy Whitman
Author: 
Author: Bob Leuci
Author: Mitchell Graham
Author: Michael Schiavi