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Title: Selling To VITO (The Very Important Top Officer) by Anthony Parinello, Denis Waitley ISBN: 1-58062-224-0 Publisher: Adams Media Corporation Pub. Date: 1999 Format: Paperback Volumes: 1 List Price(USD): $12.95 |
Average Customer Rating: 4.41 (37 reviews)
Rating: 5
Summary: Outstanding approach tor low-volume, targeted marketing.
Comment: Selling To VITO is definately a must read for anyone who sells high-dollar products or services in low volume. It would be terribly hard, however, to make a good living using Parinello's process if you are required to close large numbers of sales to hit quota. (Because the work that goes into pulling this off is immense.)
The success of Parinello's process is rooted in four key features:
1. Social Proof: If other, well-known companies used you, then you must be great.
2. Authority: One of VITO's peers will supply testimonials of success on your behalf.
3. Process: Develop a linear process to ensure objectives are preplanned and met.
4. Consistency: Keep a consistent message that focuses on results and makes you stand out as unique among the many salespeople attempting to get in.
(For information on social proof and authority, see INFLUENCE, Science And Practice, by Robert B. Cialdini, Ph.D.)
I must admit that I was unable -- perhaps unwilling is more accurate -- to make the follow-up phone call and voice-mail processes work, because, while I'm passionate about what I sell, faking perkiness simply doesn't work for me. (And I'll bet that being over-the-top perky is a key part of pulling this off.)
Bottom line, if you do any type of cold-letter writing, you should read this book.
Rating: 5
Summary: Highly Recommended!
Comment: Are your sales in a slump? Chances are you're selling to the wrong people. In this A-to-Z primer, Anthony Parinello explains how to get your foot in the executive suite. To be successful in sales, he says, go right to the top. Although well organized, the content at times reads like a stream-of-consciousness speech. Many of the "secrets" Parinello reveals are plain common sense - it's hard to believe that anybody in sales wouldn't know them. His advice about using the Web for research is dated (when was the last time anybody used the term "information superhighway"?), but the principles he outlines are timeless and make this a great read which we recommend to performance-oriented sales people and sales managers. Overall, this inspirational, motivational account should fire up sales people and help them see the forest, not just the trees.
Rating: 3
Summary: it is a useful book for beginers.
Comment: Mr. Parinello seems to have some unresolved issues with those of us who graduated from college. I have never before encountered a person who is so full of contempt for engineers, accountants, programmers, managers, and all other professionals who chouse to graduate from University rather than make cold calls to little old ladies.
Putting Mr. Parinello's high-school drop out attitudes towards education aside, the book is not too bad. If you have never sold anything to an organization before then you can learn a decent approach from this book and then adopt it to your own situation. Just don't take Parinello's cheesy pitches too seriously. You will make a fool of yourself in front of the top managers you will talk to. Many if not most of them got an MBA degree. They will catch your bluff it you try to talk to them about financial concepts that you don't know much about.
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Title: Secrets of VITO: Think and Sell Like a CEO by Anthony Parinello ISBN: 1891984497 Publisher: Entrepreneur Media Inc. Pub. Date: October, 2002 List Price(USD): $24.95 |
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Title: Solution Selling: Creating Buyers in Difficult Selling Markets by Michael T. Bosworth, Rick Page, Sallie Sherman ISBN: 0786303158 Publisher: McGraw-Hill Trade Pub. Date: 01 September, 1994 List Price(USD): $29.95 |
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Title: Mastering the Complex Sale: How to Compete and Win When the Stakes are High! by Jeff Thull ISBN: 0471431516 Publisher: John Wiley & Sons Pub. Date: 02 May, 2003 List Price(USD): $24.95 |
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Title: New Strategic Selling: Unique Sales System Prven Successful By World's by D Stephen E./Sanchez Heiman ISBN: 0446673463 Publisher: Warner Books Pub. Date: 01 January, 1998 List Price(USD): $15.95 |
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Title: SPIN Selling by Neil Rackham ISBN: 0070511136 Publisher: McGraw-Hill Trade Pub. Date: 01 May, 1988 List Price(USD): $24.95 |
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