Summary of Getting to VITO
The Very Important Top Officer
To sell to VITO, that Very Important Top Officer, you have to think, sound and act like VITO.
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.
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By the same author
Adams Media , 1999
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