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Getting to VITO (The Very Important Top Officer): 10 Steps to VITO's Office Kindle Edition

by Anthony Parinello (Author) Format: Kindle Edition
4.2 4.2 out of 5 stars 43 ratings
See all formats and editions
The author of the bestseller Selling to VITO returns with a 10-step plan for getting to the Very Important Top Officer's top of mind, top of wallet, and top of their "to-do" list
Anthony Parinello's Selling to VITO introduced salespeople everywhere to the Very Important Top Officer-and taught them the precise steps of how to sell to the person with the ultimate veto power. Now, Parinello returns with Getting to VITO, a one-of-a-kind sales resource that offers 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 the experiences of the more than one million salespeople who've studied his VITO 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 on selling to top officers. His bestselling book and audiotape program Selling to VITO (The Very Important Top Officer) has sold more than 500,000 copies. Parinello's Secrets of VITO: Think and Sell Like a CEO was a Wall Street Journal bestseller and his most recent book Getting the Second Appointment has been accepted by his following as the new sales process of "choice."
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  1. Print length
    275 pages
  2. Language
    English
  3. Sticky notes
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  4. Publisher
    Wiley
  5. Publication date
    March 11, 2008
  6. File size
    2025 KB
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Editorial Reviews

From the Inside Flap

The author of the bestseller Selling to VITO returns with a 10-step plan for finding VITO and getting his attention

"However much you are earning in sales today, this book shows you how to earn twice as much—by getting to VITO faster than you ever thought possible."
—Brian Tracy, author, Getting Rich Your Own Way

"If you subscribe to the theory, as I do, that the most important part of selling is getting in the door to see a decision maker, this is the book you want to read. Nobody does or teaches this aspect of selling better than Tony Parinello."
—Warren Greshes, internationally recognized expert on sales and personal improvement, host of the weekly Internet radio show So Who's Stopping You? on World Talk Radio

"Tony Parinello has done it again! Learn what you need to do to step into the shoes of a professional. Shoes that will take you those 10 steps right into VITO's office."
—Tom Hopkins, author, How to Master the Art of Selling

"Tony shares his knowledge openly, in great detail, sprinkled with his special brand of humor, and with empathy and a deep understanding for what salespeople have to do every single day. I wholeheartedly recommend this book to anyone who sells who isn't currently sitting at their desk with the phone ringing off the hook with more orders coming in than they can possibly handle."
—Dave Stein, author, How Winners Sell

From the Back Cover

The author of the bestseller Selling to VITO returns with a 10-step plan for finding VITO and getting his attention

"However much you are earning in sales today, this book shows you how to earn twice as much―by getting to VITO faster than you ever thought possible."
―Brian Tracy, author, Getting Rich Your Own Way

"If you subscribe to the theory, as I do, that the most important part of selling is getting in the door to see a decision maker, this is the book you want to read. Nobody does or teaches this aspect of selling better than Tony Parinello."
―Warren Greshes, internationally recognized expert on sales and personal improvement, host of the weekly Internet radio show So Who's Stopping You? on World Talk Radio

"Tony Parinello has done it again! Learn what you need to do to step into the shoes of a professional. Shoes that will take you those 10 steps right into VITO's office."
―Tom Hopkins, author, How to Master the Art of Selling

"Tony shares his knowledge openly, in great detail, sprinkled with his special brand of humor, and with empathy and a deep understanding for what salespeople have to do every single day. I wholeheartedly recommend this book to anyone who sells who isn't currently sitting at their desk with the phone ringing off the hook with more orders coming in than they can possibly handle."
―Dave Stein, author, How Winners Sell

Product details

  • ASIN ‏ : ‎ B000YHCFD4
  • Publisher ‏ : ‎ Wiley; 1st edition (March 11, 2008)
  • Publication date ‏ : ‎ March 11, 2008
  • Language ‏ : ‎ English
  • File size ‏ : ‎ 2025 KB
  • Text-to-Speech ‏ : ‎ Not enabled
  • Enhanced typesetting ‏ : ‎ Not Enabled
  • X-Ray ‏ : ‎ Not Enabled
  • Word Wise ‏ : ‎ Enabled
  • Sticky notes ‏ : ‎ Not Enabled
  • Print length ‏ : ‎ 275 pages
  • Page numbers source ISBN ‏ : ‎ 0471675199
  • Customer Reviews:
    4.2 4.2 out of 5 stars 43 ratings

About the author

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Anthony Parinello

Anthony Parinello

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In 1995, Tony Parinello started a revolution with his first best-selling Selling to VITO, the Very Important Top Officer book. 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 VITOs 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 one-way 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.

Customer reviews

4.2 out of 5 stars
4.2 out of 5
43 global ratings

Top reviews from the United States

David P. Langenberg
5.0 out of 5 stars Great book for sales people old and new
Reviewed in the United States on August 22, 2023
Verified Purchase
Trains you to learn how to get to the decision maker.
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STEVE KUHN
4.0 out of 5 stars Four Stars
Reviewed in the United States on September 25, 2014
Verified Purchase
Good read for sales people.
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Dana Godfrey
5.0 out of 5 stars A Great Addition to Previous Presentations
Reviewed in the United States on June 18, 2023
Verified Purchase
Good reinforcement and addition to sales philosophy and systems presented in prior books. Include this book in your sales library.
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H.
3.0 out of 5 stars worthy purchase
Reviewed in the United States on December 11, 2015
Verified Purchase
worth purchase as part of series.
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Samantha
5.0 out of 5 stars Smart ideas for how to connect to the C-Suite.
Reviewed in the United States on February 21, 2018
Verified Purchase
The author speaks from experience rather than blathering on about lofty concepts that have never been tried. Picked up a few ideas making the book well worth it. I refer to it when working on a sales initiative​.
One person found this helpful
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John M.
4.0 out of 5 stars Four Stars
Reviewed in the United States on August 22, 2014
Verified Purchase
Good read.
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Ricardo V.
5.0 out of 5 stars Five Stars
Reviewed in the United States on November 25, 2014
Verified Purchase
my first book as a college grad in business
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Mark Perl
5.0 out of 5 stars Great guidance, tips and techniques
Reviewed in the United States on June 5, 2013
This book helped me to grow my top line and be more successful. If you like to sharpen your saw, this book is a must read for sales professionals, sales amateurs or anyone who wants more sales in their business. A Valuable Read
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