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雷达卡
Wiley | 2005-01-25 | ISBN: 0471675199 | 272 pages | PDF | 1,3 MB
The author of the bestseller Selling to VITO returns with a 10-stepplan for getting to the Very Important Top Officer's top of mind, topof wallet, and top of their "to-do" list
Anthony Parinello's Selling to VITO introduced salespeople everywhereto the Very Important Top Officer-and taught them the precise steps ofhow to sell to the person with the ultimate veto power. Now, Parinelloreturns with Getting to VITO, a one-of-a-kind sales resource thatoffers 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 theexperiences of the more than one million salespeople who've studied hisVITO 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 onselling to top officers. His bestselling book and audiotape programSelling to VITO (The Very Important Top Officer) has sold more than500,000 copies. Parinello's Secrets of VITO: Think and Sell Like a CEOwas a Wall Street Journal bestseller and his most recent book Gettingthe Second Appointment has been accepted by his following as the newsales process of "choice."
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