Getting To Vito The Very Important Top Officer PDF Download
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| Author | : Anthony Parinello |
| Publisher | : John Wiley & Sons |
| Total Pages | : 274 |
| Release | : 2010-12-22 |
| Genre | : Business & Economics |
| ISBN | : 1118040228 |
Download Getting to VITO (The Very Important Top Officer) Book in PDF, ePub and Kindle
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 | : Simon and Schuster |
| Total Pages | : 256 |
| Release | : 2010-07-15 |
| Genre | : Business & Economics |
| ISBN | : 1440506698 |
Download Selling to VITO the Very Important Top Officer Book in PDF, ePub and Kindle
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 |
| Total Pages | : 272 |
| Release | : 2004-03-22 |
| Genre | : Business & Economics |
| ISBN | : 9780471487234 |
Download Getting the Second Appointment Book in PDF, ePub and Kindle
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 | : Ron Karr |
| Publisher | : John Wiley & Sons |
| Total Pages | : 277 |
| Release | : 2009-03-09 |
| Genre | : Business & Economics |
| ISBN | : 0470470852 |
Download Lead, Sell, or Get Out of the Way Book in PDF, ePub and Kindle
In Lead, Sell, or Get Out of the Way, Ron Karr outlines a repeatable process based on the powerful idea that great sellers lead relationships in the same way that great leaders sell ideas. This customer-focused mindset is the key to Ron Karr's proven leadership selling process. Using 20 years of research with companies of all sizes, Karr reveals what great sellers do, and shows how anyone can implement the same powerful principles. He reveals the seven critical traits of a sales leader, which include vision, customer focus, creative thinking, and accountability. Developing the seven traits is the key that helps salespeople shift from a task-oriented sales process to a purpose-oriented process. When that happens, sales excellence results.
| Author | : David Mattson |
| Publisher | : Greenleaf Book Group |
| Total Pages | : 218 |
| Release | : 2008-10 |
| Genre | : Business & Economics |
| ISBN | : 097860783X |
Download Five Minutes with VITO Book in PDF, ePub and Kindle
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 | : James W. Newman |
| Publisher | : |
| Total Pages | : 0 |
| Release | : 1995-12-31 |
| Genre | : Success |
| ISBN | : 9780963891808 |
Download Release Your Brakes! Book in PDF, ePub and Kindle
| Author | : Paul LeRoux |
| Publisher | : John Wiley & Sons |
| Total Pages | : 268 |
| Release | : 2007-07-27 |
| Genre | : Business & Economics |
| ISBN | : 0470146273 |
Download Visual Selling Book in PDF, ePub and Kindle
Visual Selling provides salespeople with tools to sell in an increasingly image-oriented culture. More so than ever before, the way a salesperson looks and acts, the images on a screen or in handouts, and even room environments can impact people’s trust, satisfaction and willingness to buy. The authors believe that, to sell most effectively, the seller must be the visual focal point. This book draws on 25 years of experience coaching individuals and organizations in the art of visual selling, sharing stories and techniques used in big-dollar competitive presentations and pitches to senior management. Divided into three sections (the Seller as Focal Point, Getting Ready to Sell and Selling Situations), Visual Selling will appeal to a wide variety of business readers because it can be used to help salespeople sell one-on-one, as well as to assist corporate presenters at selling new programs or products in-house. Section I – The Seller as Focal Point Section II – Getting Ready to Sell Section III – Selling Situations
| Author | : Tom Perrotta |
| Publisher | : Simon and Schuster |
| Total Pages | : 272 |
| Release | : 2022-06-07 |
| Genre | : Fiction |
| ISBN | : 1501144065 |
Download Tracy Flick Can't Win Book in PDF, ePub and Kindle
“Tom Perrotta is an auto-buy for me. He's one of the great writers that we have today. I love this book. You'll read it fast. It moves you. He's so authentic. And you'll see what happened to Tracy Flick.” —Harlan Coben A pitch-perfect novel about ambition, coming-of-age in adulthood, and never really leaving high school politics behind—featuring New York Times bestselling author Tom Perrotta’s most iconic character of all time. Tracy Flick is a hardworking assistant principal at a public high school in suburban New Jersey. Still ambitious but feeling a little stuck and underappreciated in midlife, Tracy gets a jolt of good news when the longtime principal, Jack Weede, abruptly announces his retirement, creating a rare opportunity for Tracy to ascend to the top job. Energized by the prospect of her long-overdue promotion, Tracy throws herself into her work with renewed zeal, determined to prove her worth to the students, faculty, and School Board, while also managing her personal life—a ten-year-old daughter, a needy doctor boyfriend, and a burgeoning meditation practice. But nothing ever comes easily to Tracy Flick, no matter how diligent or qualified she happens to be. Among her many other responsibilities, Tracy is enlisted to serve on the Selection Committee for the brand-new Green Meadow High School Hall of Fame. Her male colleagues’ determination to honor Vito Falcone—a star quarterback of dubious character who had a brief, undistinguished career in the NFL—triggers bad memories for Tracy, and leads her to troubling reflections about the trajectory of her own life and the forces that have left her feeling thwarted and disappointed, unable to fulfill her true potential. As she broods on the past, Tracy becomes aware of storm clouds brewing in the present. Is she really a shoo-in for the Principal job? Is the Superintendent plotting against her? Why is the School Board President’s wife trying so hard to be her friend? And why can’t she ever get what she deserves? In classic Perrotta style, Tracy Flick Can’t Win is a sharp, darkly comic, and pitch-perfect reflection on our current moment. Flick fans and newcomers alike will love this compelling novel chronicling the second act of one of the most memorable characters of our time.
| Author | : Gennaro F. Vito |
| Publisher | : Routledge |
| Total Pages | : 178 |
| Release | : 2014-05-08 |
| Genre | : Social Science |
| ISBN | : 1455775460 |
Download Practical Program Evaluation For Criminal Justice Book in PDF, ePub and Kindle
Practical Program Evaluation for Criminal Justice shows readers how to apply the principles of fiscal responsibility, accountability, and evidence-based practice to criminal justice reform plans. Unlike other policy-based texts, which tend to focus more on implementation than assessment, this book provides applicable, step-by-step instruction on determining an initiative's necessity prior to its adoption (reducing the risk of wasting resources), as well as how to accurately gauge its effectiveness during initial roll-out stages. The book gradually introduces basic data analysis procedures and statistical techniques, which, once mastered, can be used to prove or disprove a program's worth. Lastly, the book introduces the types of stakeholders who should review evaluation results for quick action, as well as how to best structure reports to ensure their buy-in. Individually examines every major evaluation type (as well as the benefits, concerns, and constraints of each), including needs, theory, process, outcome/impact, and cost efficiency Defines the precise data points each evaluation type requires, and the exact manner in which this data can be collected Demonstrates how different types of evaluations can be used together to provide clear information regarding a program's overall performance level Cites and makes use of real-world policy evaluations and vetted programs
| Author | : Tom Hopkins |
| Publisher | : Business Plus |
| Total Pages | : 221 |
| Release | : 2014-04-01 |
| Genre | : Business & Economics |
| ISBN | : 1455550582 |
Download When Buyers Say No Book in PDF, ePub and Kindle
This is a complete and practical guide which highlights the authors' new strategic approaches to selling when the buyer initially declines or is resistant on a sales opportunity. Hopkins and Katt explain that most sales reps take a traditional linear approach to selling, but that the trick in closing is in taking a more creative and circular approach. That's the key. It all starts with how the buyer initially says, "No." Too many sales reps don't pay close attention as to how that's presented. Hopkins and Katt point out that "no" may suggest all sorts of other options -- avenues that can eventually lead to the buyer actually saying yes. The authors introduce a novel concept called the Circle of Persuasion which offers sales reps a new approach in this potentially tricky process. Along the way, WHEN BUYERS SAY NO details prescriptive steps and even sample dialogues that will instruct and guide sales professionals on how to best cultivate buyer-seller relationships. There's particular emphasis on how to establish the kind of rapport that ultimately leads to a successful close.
