Summary of Getting to VITO

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Getting to VITO book summary


7 Overall

8 Applicability

7 Innovation

7 Style


This well-disciplined book reflects the focus, clarity and drive required to sell successfully to the top dogs at corporations great and small. Top corporate officers often have specific “Type A” personality characteristics. By factoring those attributes into the way you approach and sell to these “very important top officers,” you’ll increase your closing rate significantly. It’s hard to imagine an aspect of top-echelon selling that author Anthony Parinello hasn’t already considered, and his coaching here is particularly valuable for newer salespeople. getAbstract believes that anyone who wants to sell to the upper ranks of the corporate food chain ought to get to know VITO – and this book.

In this summary, you will learn

  • How to appeal to VITOs by emulating VITOs;
  • Why “cost-of-sale” and other things VITOs care about are important;
  • How to get past the gatekeepers; and
  • How to tailor your pitch to VITO’s hard-driving personality.

About the Author

Anthony Parinello is a sales trainer, motivator and author. More than 1.5 million sales professionals have participated in his “Selling to VITO” sales training program.



VITO sounds like the name of a tough-guy in a mobster film and, indeed, it does describe the toughest challenge that most sales professionals face: Getting in the door to offer a sales presentation to that Very Important Top Officer who has the power to say “Yes.” Learning how...

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