Selling to VITO: The Very Important Top Officer, Second Edition FROM OUR EDITORS
Fatbrain reviewed this book and the publisher's summary, and found that the summary accurately reflects the book's contents. If you're a sales professional who's tired of being vetoed by your clients' VITOs (Very Important Top Officers), then this book is for you. This revised and updated edition of the author's 1994 book details strategies designed to help you make the sale by identifying and directly reaching VITOs. Among the lessons offered: How to distinguish between "Seymours" (executives who always want to "see more" data, demonstrations, flip charts, etc.) and "Managers" (those who focus on the advantages of what you're selling); and how to move beyond "closing a sale" to "opening a business relationship."
Related Titles:
If you're looking to raise your sales results with some high-tech tools, try Sales Force Automation Using Web Technologies and Data Mining Techniques for Marketing, Sales and Customer Support. Sales-force managers seeking ways to boost their effectiveness should see 7 Secrets to Successful Sales Management: The Sales Manager's Manual.
Reviewed by MH - December 28, 1999
FROM THE PUBLISHER
This book contains all the tactics you need to get appointments with
impossible-to-reach top decision-makers. They in fact are the Very Important Top
Officers (VITOs), the people with the ultimate veto power who hold the key to
bigger commission checks, every sales award you could possibly win, and VITO to
VITO referrals that you can take to the bank!
You'll quickly learn how to:
Get into new accounts at the topKeep out of time-consuming log-jams; and
into VITO's officePromote loyalty at the top with existing customers and
capture add-on businessIncrease the size of every sale
Selling To VITO offers innovative new ideas and street-smart tactics
for reaching the very top person in any organization. It's based on the seminars
that have helped thousands of sales professionals from top corporations like
Canon, 3M, Hewlett-Packard, and MCI bust quotas and increase commissions. It can
help you, too, by getting you to the right person so you can do what you do
best: SELL!
WHAT PEOPLE ARE SAYING
Tom Hopkins, Author, How to Master the Art of Selling
Destined to become a widely recommended reference by all sales professionals who are serious about achieving greatness.
— Tom Hopkins
Dr. Denis Waitley, Author, The Psychology of Winning
With Tony as your coach and Selling to VITO as your training guideﾽyouﾽll become unstoppable.
— Denis Waitley
Peter T. DﾽErrico, Sales Representative
As a result of implementing Tonyﾽs ideas, I won my companyﾽs Rookie of the Year award, became the third ranked salesperson in a company of 1,000 salespeople, and emerged as the #1 sales rep in the West. — Peter T. D'Errico
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