Sandler Trainingsm 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. Five Minutes With VITO is the definitive guide for sales people who want to start where they belong at the top.
In this book you ll 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.
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In 1995, Tony Parinello started a revolution with his first best-selling book, Selling to VITO, the Very Important Top Officer. He s authored seven wildly successful sales books, personally trained over 2,000,000 salespeople and the majority of the Fortune 1000, and reaches salespeople around the world with his weekly Internet broadcasts. Tony s students learn to use his unique appointment-setting methods to present their ideas to CEOs, presidents, owners and other difficult-to-reach individuals who hold the ultimate veto power over all decisions made within their enterprises. Tony s sales career started in 1978 and he is still very much in the game, making sales calls to VITO s on a regular basis. He didn t always do that, though. Early in his career, he found a great deal of business at lower levels within organizations in his sales territory in a place he now calls Linoleumville. This is the part of the organization where the folks that did the recommending had to fit their recommendations into a budget. After three consecutive years of above quota sales performance, he created a very unfortunate situation: he was at 19% of quota, and the year was half over. As a result, his manager put him on probation. After the initial panic, and after realizing the blame game wasn t going to get him anywhere, he took stock and figured that if he was going to keep his job, he had to change the way he was selling. He booked a oneway ticket out of Linoleumville, started selling to VITO , and went from 19% to 103% of quota. The good news: He got to keep his job. The better news for salespeople around the world: He eventually left that company...and started the VITO selling revolution.
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