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Selling to VITO the Very Important Top Officer et plus d'un million d'autres livres sont disponibles pour le Kindle d'Amazon. En savoir plus
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Selling to VITO the Very Important Top Officer: Get to the Top. Get to the Point. Get to the Sale. (Anglais) Broché – 30 juillet 2010

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There has never been a sales book that gives you one-on-one, personal help to catapult your sales career and your personal income to a level that will surprise you and shock your sales manager!You'll stop:wasting your precious selling time with 'non-decision' makersgetting any rejection whatsoever from gatekeepersworking your keester off for itsy, bitsy saleslosing sales that you thought you were going to winnot making your sales quotaYou'll start:making sales that are up to 65 percent biggercutting your sales cycle in halfgetting as much as 120 percent more add-on business from your existing customers getting VITO to VITO referrals worth pure goldmaking the income that you really deserve

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Couverture | Copyright | Table des matières | Extrait | Index | Quatrième de couverture
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3 internautes sur 3 ont trouvé ce commentaire utile 
Big Deals Closer Must Read 8 février 2013
Par Beau - Publié sur Amazon.com
Format: Broché Achat vérifié
I've read many sales books over the years, but Selling to Vito has made it to one of my top 3 books of all times on sales. I've closed many deals before but after reading Selling to Vito, my sales sky-rocketed to an impressive 833%. Being a benefits broker, it's all about providing added value to get as much information to the client & employees w/o having to waste time for anyone in the organization. I love talking to VITO. I don't waste my time anymore talking to the wrong people in the organization. My advice is, if you want to be a BIG DEAL CLOSER, Selling to Vito is a must read.
2 internautes sur 2 ont trouvé ce commentaire utile 
You gotta get passed the Gatekeeper. 23 janvier 2012
Par carolinaautoguy - Publié sur Amazon.com
Format: Broché
This book is a great way to define and recognize who the decision maker is in selling... a copier salesman getting past the gate keeper and turning his knowledge of one industry to a blue print with all industries.

This book allows you to define and determine the decision maker or makers (VITO - Very Important Top Officer). There are tricks to the trade in opening doors, conversations with "VITO", and maintaining relationships and dialogue with "VITO".

I would suggest this to train outside salespeople in the art of outside sales. I think there are a minimum of 3 ideas an experienced salesperson could pick up and easily implement in the sales process. For New salespeople "Green Peas" I feel it is a must read because it sketches out a game plan, and gives techniques on how to work through the steps.
1 internautes sur 1 ont trouvé ce commentaire utile 
Right to the point 1 juillet 2011
Par Miguel Mejia - Publié sur Amazon.com
Format: Broché
Tony Parinello is the master of executive selling skills. His techniques lead the sales person to the right starting point at the customer's office: the Very Important Top Officer (VITO), the one and only purchase approver, the one and only who can veto any other decision taken by any other officer in the company. According to Parinello's teachings, if VITO buys your idea, no other person in the company will dare to act in a different direction. On the other hand, if VITO dislikes your proposal, no matter who you meet with, you will not get the business. Want to increase your closing rate? Read and study Selling to Vito!
1 internautes sur 1 ont trouvé ce commentaire utile 
Read This 11 juillet 2013
Par Adam David Weitz - Publié sur Amazon.com
Format: Format Kindle Achat vérifié
Finally a step by step guide that isn't just vague ideas and generalities. Cover to cover this is your written step-by-step sales plan.
Basic reading for ambitious salespeople 12 mars 2013
Par Karina Terekhova - Publié sur Amazon.com
Format: Broché Achat vérifié
A short and amusing introduction to the art of selling "starting from the top of organisation", required knowledge for anyone in sales. I liked the compact, energetic format of the book and the single-minded dedication of the author to cultivating "VITO"s. For countries outside the USA the whole approach is probably over the top, but the exaggerated methods do enlighten and inspire to make a fresh approach to your sales techniques wherever you are located.
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