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.
There is no question that Anthony Parinello is a known -- and well-respected -- entity in the world of selling. The author of the bestselling VITO series, his latest endeavor is a VITO-ised version of the Sandler Selling System(r) (pioneered by the late, great David H Sandler), co-authored with David Mattson. Given Parinello's track record of hundreds of thousands of book sales, the name-recognition of Sandler System, and a comprehensive marketing and promotions campaign, we're confident that Five Minutes with VITO will be a rousing success. People in the business of sales -- whether familiar with Parinello, VITO, and Sandler Selling or not -- will make great use of this definitive guide to selling where it matters: at the top.