Five Minutes With VITO
Five Minutes With VITO
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 List Price: $14.95 Sale Price: Too low to display. Availability: unspecified 
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Product Description
VITOtm 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® that will turn VITO into one of your business partners forever.
Sandler Trainingsm 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. Five Minutes With VITO is the definitive guide for sales people who want to start where they belong at the top.
In this book you ll 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.
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Rating
Wow! This book should be required reading for all sale professionals that want to make sure that they use their prospecting time effectively. With 5 Minutes with VITO, you’ll have a plan of action for reaching top level executives as well as a plan of execution for what to do and say when you talk to those executives.
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This book is something even the weakest sales person could use. It has action steps that help you apply what the book is coaching you on. It also has some neat internet sites to go to. A must have for every sales manager and business owner as a reference to what their sales people should be doing.
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This book really helped me get in contact with more CEOs more easily, and aminly because it taught me how to deal with the executive assistant (“Tommie”), who controls access to the CEO in the target company. Excellent tools.
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I have read and used “Selling to VITO” which I found valuable. However, combining the best of Tony Parinello with the Sandler System in “5 Minutes with VITO” is brilliant. If you want to sell high and need to be more productive you should read and follow this book.
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I’ve been selling for over 30 years and, had I been exposed to the Sandler Selling System earlier in my career and applied it at the VITO level, I’d have retired long ago. This is great stuff – pure common sense! Here’s a great take-away: most VITO’s are former salespeople and they’ve done what we’re doing – prospecting for new business, getting through gatekeepers, handling rejection, etc. They’ve “been there, done that” and they have an appreciation for good selling.
Apply just one or two lessons or techniques from the book, and you’ll make money!
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Like many salespeople, I’ve been taught: sell to the top. But they never seem to be accessible – they don’t attend the networking events, they don’t call in response to advertising, and they don’t answer their phone for cold calls.
The authors have written the answer to my problems. Their book lays out a detailed, step-by-step process to get in front of the C-level executive without a lot of agonizing on my part.
The book lays out a process that I found easy to customize. I was skeptical at first, but I gave it a shot anyway. And now I’m talking with executives of companies I NEVER would have been in front of otherwise. If you want to get in front of execs, you could do worse than to buy this book and try out what it says.
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As a former VITO in charge of a $30 million manufacturing firm, I can tell you that Mattson and Parinello clearly understand what it takes to be successful calling at the highest levels of any size organization. In my case, there were only a handful of sales people who ever made it to my office. Yet the ones who did ended up getting the lion’s share of our business, whether it was raw materials, computer systems, or office furniture. This book offers excellent advice on how to get past gatekeepers and middle-level buyers afraid to leave their comfort zones. With that said, don’t expect this book to get you in to see every VITO you contact. Yet spending 5 minutes with even one VITO will invariably lead to significantly better results than spending weeks, months, and years calling on buyers who have little interest in switching from existing suppliers.
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“Five Minutes with VITO” is for those sales professionals who have the desire and commitment to WIN new business. The book outlines specific processes and techniques to get in touch with and in front of “The Very Important Top Officer”, the ultimate decision-maker, and what to do and how to do it once you get there.
It is challenging! If you tough it out the results are incredible. The processes of “VITO Selling” coupled with the Sandler Selling System will make you effective and efficient in the brutal game of “Cold Calling”.
The Broadcast Center referenced on page 201 of the book is a real bonus!
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This book is a must for any sales person who needs to get to the executives of his prospects. I have managed sales forces for over 25 years and have found that all sales people struggle with both getting to and differentiating themselves at the “C: level. This book will walk any level of experience salesperson through the steps of 1) how to get to the CEO,COO, CFO,CIO (“C” level) how to differentiate yourself when you get to the meeting. My teams have started to use the principles contained within this book with great results!
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I like this book’s approach to sales. It’s got hard, tactical information that I’m using to build a better sales strategy for my business, and also has some good recommendations on how to overcome problems like Gatekeepers and prospects who back out of the sale. The part about equal business stature – where you learn how to sound like the person you’re trying to talk to – landed me a couple of great appointments. After reading it myself, I bought a book for each member of my salesforce.
I’m using the ‘Million Dollar Sales Game – Sandler Edition’ for a team building exercise.