Selling To Vito: The Very Important Top Officer
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This book contains all the tactics you need to get appointments with impossible-to-reach top decision-makers. They in fact are the Very Important Top Officers (VITOs), the people with the ultimate veto power who hold the key to bigger commission checks, every sales award you could possibly win, and VITO to VITO referrals that you can take to the bank! You'll quickly learn how to: Get into new accounts at the topKeep out of time-consuming log-jams; and into VITO's officePromote loyalty at the top with existing customers and capture add-on businessIncrease the size of every sale Selling To VITO offers innovative new ideas and street-smart tactics for reaching the very top person in any organization. It's based on the seminars that have helped thousands of sales professionals from top corporations like Canon, 3M, Hewlett-Packard, and MCI bust quotas and increase commissions. It can help you, too, by getting you to the right person so you can do what you do best: SELL!
Foreword Introduction Part 1: Meeting and Becoming VITO's Business Partner Chapter 1: The Time Is Right Chapter 2: Adding Value to VITO's Day Chapter 3: The Five Keys to Working with VITO Chapter 4: A Portrait of VITO Chapter 5: Other Players in the Drama-and the Influence and Authority Network Chapter 6: The Seymour Problem Part 2: Contacting VITO Chapter 7: Call Objectives Chapter 8: More Research You'll Need to Do Before Contacting VITO by Mail Chapter 9: Benefits-and the Headline of Your Letter Chapter 10: The Rest of the Letter to VITO Part 3: Making Your VITO Call Chapter 11: Getting VITO's Attention by Phone Chapter 12: The Gatekeepers Chapter 13: Voice Mail Messages to VITO Chapter 14: The Pigeonholing Problem Part 4: Meeting VITO and Keeping VITO Involved Chapter 16: Delivering Your Presentation to VITO Chapter 17: Meeting with VITO By Phone and in Person Chapter 18: Keeping VITO Involved Part 5: Success! Chapter 19: Success! Chapter 20: Some Final Thoughts on Your Current Accounts Chapter 21: Some Common Questions Chapter 22: Congratulations! Appendix A: Your Prospecting Ratio Appendix B: The Template of Ideal Prospects (TIP) and the Benefit Matrix Appendix C: More Tips on Creating Equal Business Stature with VITO Appendix D: Talk Back! Index
