Selling to VITO the Very Important Top Officer PDF Download
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Author: Anthony Parinello
Publisher: Simon and Schuster
ISBN: 1440506698
Category : Business & Economics
Languages : en
Pages : 256
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Book Description
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' makers getting any rejection whatsoever from gatekeepers working your keester off for itsy, bitsy sales losing sales that you thought you were going to win not making your sales quota You'll start: making sales that are up to 65 percent bigger cutting your sales cycle in half getting as much as 120 percent more add-on business from your existing customers getting VITO to VITO referrals worth pure gold making the income that you really deserve
Author: Anthony Parinello
Publisher: Simon and Schuster
ISBN: 1440506698
Category : Business & Economics
Languages : en
Pages : 256
Get Book Here
Book Description
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' makers getting any rejection whatsoever from gatekeepers working your keester off for itsy, bitsy sales losing sales that you thought you were going to win not making your sales quota You'll start: making sales that are up to 65 percent bigger cutting your sales cycle in half getting as much as 120 percent more add-on business from your existing customers getting VITO to VITO referrals worth pure gold making the income that you really deserve
Author: Anthony Parinello
Publisher: John Wiley & Sons
ISBN: 1118040228
Category : Business & Economics
Languages : en
Pages : 274
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Book Description
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."
Author: Anthony Parinello
Publisher: John Wiley & Sons
ISBN: 9780471487234
Category : Business & Economics
Languages : en
Pages : 272
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Book Description
In this book, Anthony Parinello—sales guru and trainer to over one million salespeople—presents tried-and-true techniques for getting invited back for a second interaction with potential prospects and customers. This three-part book uses the sort of practical feet-in-the-street style that Parinello’s followers love to teach salespeople the down-to-earth how-to’s of getting the second appointment and performing Parinello’s proven “two-call close.”
Author: Thomas Freese
Publisher: Sourcebooks, Inc.
ISBN: 1402287534
Category : Business & Economics
Languages : en
Pages : 441
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Book Description
"After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls Motivate different types of buyers Develop more internal champions Close more sales...faster And much, much more
Author: Paul Cherry
Publisher: HarperChristian + ORM
ISBN: 0814438717
Category : Business & Economics
Languages : en
Pages : 242
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Book Description
If you ask the right questions, then you’ll get the sale every time. As a salesperson, your product knowledge is extensive but that's not enough. If you fail to ask the right questions - the ones that uncover a customer's real needs - you will never close the deal. Top sales effectiveness expert and author Paul Cherry reveals advanced questioning techniques that will help you sell your products or services based on value to the customer, rather than price, and increase your success rate as a result. In Questions That Sell, Cherry shares material on how to: Discover hidden customer needs and motivations Reinvigorate a stale relationship Soothe anxious buyers Accelerate the decision process Upsell and cross-sell so you no longer leave money on the table Use questions to qualify prospects (without insulting them) And much more Questions That Sell is packed with powerful examples, exercises, and hundreds of sample questions for a wide range of buyer interactions. Success is yours for the asking. Smart questioning will get you there.
Author: Vito Racanelli
Publisher: Polis Books
ISBN: 1951709276
Category : Fiction
Languages : en
Pages : 475
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Book Description
For fans of Daniel Silva and David Baldacci comes a gripping thriller based on real world events that will have you riveted until the final page is turned. When NYPD detectives Paul Rossi and Hamilton P. Turner begin investigating the Sutton Place murder of an Italian air force pilot, the last thing they expect is that they will and find themselves sucked into the potential cover-up of the Ustica massacre, the most horrific aviation crime in Italian history, in which all 81 souls on board perished, where Italian President Francesco Cossiga blamed a missile deployed by the French Navy for the disaster. But as they begin investigating, Rossi, recovering from a broken marriage, and Turner, an African-American opera buff, poet, and former lawyer with ambitions to be mayor, come up against NYPD bureaucratic obstacles and stonewalling by the Italian Consulate in NYC. Lieutenant Laura Muro, the policewoman sister of the victim, comes to New York to aid the investigation, but soon the trio find themselves in the crosshairs of the Gladio, Italy’s powerful, shadowy political cabal whose reach extends to the highest reaches of New York political and ruling class. From New York to Italy, Rossi, Turner, and Muro must uncover the shocking truth about one of the most notorious disasters in airline history, and how this infamous act ties to the present-day murder. Riveting, erudite, and surprising at every turn, THE MAN IN MILAN announces a major new voice in international thriller fiction.
Author: Vito Tanzi
Publisher: Cambridge University Press
ISBN: 1139499734
Category : Political Science
Languages : en
Pages : 391
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Book Description
Vito Tanzi offers a truly comprehensive treatment of the economic role of the state in the twentieth and twenty-first centuries from a historical and world perspective. The book addresses the fundamental question of what governments should do, or have attempted to do, in economic activities in past and recent periods. It also speculates on what they are likely or may be forced to do in future years. The investigation assembles a large set of statistical information that should prove useful to policy-makers and scholars in the perennial discussion of government's optimal economic roles. It will become an essential reference work on the analytical borders between the market and the state, and on what a reasonable 'exit strategy' from the current fiscal crises should be.
Author: Vito Stagliano
Publisher: PennWell Books
ISBN:
Category : Business & Economics
Languages : en
Pages : 472
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Book Description
"Vito Stagliano's book represents the history and comprehensive analysis of 65 years of energy policy-making with an insider's view of the four years invested by the White house and Congress to the making of the Energy Policy Act of 1992 - the last comprehensive energy legislation enacted by Congress. Placed in the context of U.S. energy policy-making since the New Deal, Stagliano presents a case study against which can be assessed the newly released energy policy of the Bush Administration."--Jacket.
Author: David Mattson
Publisher: Greenleaf Book Group
ISBN: 097860783X
Category : Business & Economics
Languages : en
Pages : 218
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Book Description
VITO(tm) is the Very Important Top Officer, the person with the ultimate veto power. VITOs control every decision that s made in ever enterprise in your sales territory. If you want to sell and live large, you must get to VITO and launch the proven Sandler Selling System(r) that will turn VITO into one of your business partners forever. Sandler Trainings 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. This is the definitive guide for sales people who want to start where they belong at the top. In this book you will 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.
Author: Massimo Rosi
Publisher: Simon and Schuster
ISBN: 195341415X
Category : Comics & Graphic Novels
Languages : en
Pages : 106
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Book Description
In Vietnam, a unit of American soldiers is running an underground reconnaissance using men known as the "Tunnel Rats", Colton Jones being one of these men. Strange movements and unusual songs had been coming from a nearby mountain causing the men to be sent into the tunnels to search for members of the opposing force in hiding. However, inside of the mountain they'll find something they could have never prepared for.
