Selling to VITO the Very Important Top Officer PDF Download

Author: Anthony Parinello
Publisher: Simon and Schuster
ISBN: 1440506698
Category : Business & Economics
Languages : en
Pages : 256

View

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: Anthony Parinello
Publisher: John Wiley & Sons
ISBN: 1118040228
Category : Business & Economics
Languages : en
Pages : 274

View

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: John Wiley & Sons
ISBN: 9780471487234
Category : Business & Economics
Languages : en
Pages : 272

View

Book Description
In this book, Anthony Parinello—sales guru and trainer to over one million salespeople—presents tried-and-true techniques for getting invited back for a second interaction with potential prospects and customers. This three-part book uses the sort of practical feet-in-the-street style that Parinello’s followers love to teach salespeople the down-to-earth how-to’s of getting the second appointment and performing Parinello’s proven “two-call close.”

Author: Paul Cherry
Publisher: HarperChristian + ORM
ISBN: 0814438717
Category : Business & Economics
Languages : en
Pages : 242

View

Book Description
If you ask the right questions, then you’ll get the sale every time. As a salesperson, your product knowledge is extensive but that's not enough. If you fail to ask the right questions - the ones that uncover a customer's real needs - you will never close the deal. Top sales effectiveness expert and author Paul Cherry reveals advanced questioning techniques that will help you sell your products or services based on value to the customer, rather than price, and increase your success rate as a result. In Questions That Sell, Cherry shares material on how to: Discover hidden customer needs and motivations Reinvigorate a stale relationship Soothe anxious buyers Accelerate the decision process Upsell and cross-sell so you no longer leave money on the table Use questions to qualify prospects (without insulting them) And much more Questions That Sell is packed with powerful examples, exercises, and hundreds of sample questions for a wide range of buyer interactions. Success is yours for the asking. Smart questioning will get you there.

Author: David Mattson
Publisher: Greenleaf Book Group
ISBN: 097860783X
Category : Business & Economics
Languages : en
Pages : 218

View

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: Vito Stagliano
Publisher: PennWell Books
ISBN:
Category : Business & Economics
Languages : en
Pages : 472

View

Book Description
"Vito Stagliano's book represents the history and comprehensive analysis of 65 years of energy policy-making with an insider's view of the four years invested by the White house and Congress to the making of the Energy Policy Act of 1992 - the last comprehensive energy legislation enacted by Congress. Placed in the context of U.S. energy policy-making since the New Deal, Stagliano presents a case study against which can be assessed the newly released energy policy of the Bush Administration."--Jacket.

Author: Vito Tanzi
Publisher: Cambridge University Press
ISBN: 1139499734
Category : Political Science
Languages : en
Pages : 391

View

Book Description
Vito Tanzi offers a truly comprehensive treatment of the economic role of the state in the twentieth and twenty-first centuries from a historical and world perspective. The book addresses the fundamental question of what governments should do, or have attempted to do, in economic activities in past and recent periods. It also speculates on what they are likely or may be forced to do in future years. The investigation assembles a large set of statistical information that should prove useful to policy-makers and scholars in the perennial discussion of government's optimal economic roles. It will become an essential reference work on the analytical borders between the market and the state, and on what a reasonable 'exit strategy' from the current fiscal crises should be.

Author: Vito Racanelli
Publisher: Polis Books
ISBN: 1951709276
Category : Fiction
Languages : en
Pages : 475

View

Book Description
For fans of Daniel Silva and David Baldacci comes a gripping thriller based on real world events that will have you riveted until the final page is turned. When NYPD detectives Paul Rossi and Hamilton P. Turner begin investigating the Sutton Place murder of an Italian air force pilot, the last thing they expect is that they will and find themselves sucked into the potential cover-up of the Ustica massacre, the most horrific aviation crime in Italian history, in which all 81 souls on board perished, where Italian President Francesco Cossiga blamed a missile deployed by the French Navy for the disaster. But as they begin investigating, Rossi, recovering from a broken marriage, and Turner, an African-American opera buff, poet, and former lawyer with ambitions to be mayor, come up against NYPD bureaucratic obstacles and stonewalling by the Italian Consulate in NYC. Lieutenant Laura Muro, the policewoman sister of the victim, comes to New York to aid the investigation, but soon the trio find themselves in the crosshairs of the Gladio, Italy’s powerful, shadowy political cabal whose reach extends to the highest reaches of New York political and ruling class. From New York to Italy, Rossi, Turner, and Muro must uncover the shocking truth about one of the most notorious disasters in airline history, and how this infamous act ties to the present-day murder. Riveting, erudite, and surprising at every turn, THE MAN IN MILAN announces a major new voice in international thriller fiction.

Author: Peter Edwards
Publisher: Vintage Canada
ISBN: 0345813774
Category : True Crime
Languages : en
Pages : 345

View

Book Description
Bestselling crime writers Peter Edwards and Antonio Nicaso reveal the final years of Canada's top mafia boss, Vito Rizzuto, and his bloody war to avenge his family and control the North American drug trade. Until Vito Rizzuto went to prison in 2006 for his role in a decades-old Brooklyn triple murder, he ruled the Port of Montreal, the northern gateway to the major American drug markets. A master diplomat, he won the respect of rival mafia clans, bikers and street gangs, and criminal business thrived on his turf. His family prospered and his empire grew--until one of North America's true Teflon dons finally lost his veneer. As he watched helplessly from his Colorado prison, the murders of his son and father made international headlines; the killings of his lieutenants and friends filled the pages of Canadian news; and the influence of the 'Ndrangheta, the Calabrian Mafia, spread across Montreal faster than the blood of Rizzuto's crime family. In 2012, Vito Rizzuto emerged from prison, a 66-year-old man who could carefully rebuild his criminal empire or seek bloody revenge and damn the consequences. From the events leading to his imprisonment to his shocking death in December 2013, Business or Blood is the final chapter of Vito's story.

Author: Vito Anthony
Publisher: XP Books
ISBN: 9781545668306
Category :
Languages : en
Pages : 415

View

Book Description
An Islamic terrorist has made his way across the US/Canadian border with plans to interrupt the trial of the infamous underwear bomber, kill as many American's as possible and throw the justice system into chaos. Anna a young girl of an immigrant family living in the heartland of Michigan suspects the man crossing her border patrol station is an imminent threat. The only problem is, no one believes her. The authorities laugh at her suspicions while she defies orders and follows his trail. V-man a sharp eyed, fast talking Vietnam vet who spends his days taking care of the Detroit neighborhood he grew up in, realizes something isn't right with his good friend's new house guest and sets off to discover just what is triggering his internal alarm bells. This turns into an exciting, fast paced, patriotic story of V-man, Anna and an unlikely group of hardened vets and Inner City survivors who have no choice but to try to put a stop to the terrorist plot before it is too late, and in doing so prove who the Real Americans really are.