Summary of Anthony Parinello's Selling To Vito

Everest Media

Description

Please note: This is a companion version & not the original book.
Sample Book Insights:
#1 In your current sales approach, how high up the corporate org chart do you land on your initial cal or contact. Are you typical y starting at the very top of the organization chart or are you more likely to be starting on the first or second branch from the bottom of that chart, with the lower-level supervisors/buyers/managers/purchasing agents/ associates.
#2 When you meet with prospective clients, do not let them stand on linoleum. Linoleum is cheap flooring with someone who keeps postponing decisions.
#3 The Network of Influence and Authority is a helpful structural breakdown that is common to virtually al enterprises. It is a way to accelerate your sales cycle and increase your average order size if you are wil ing to start at the top of the Network.
#4 The main character of this book is VITO, who is the most interested in the economics of the organization, the growth of the organization, and the compliance of the organization.

Sujets

• Vente
• Employabilité, métiers et formations
• Selling
• General officer
• Economics
• Business
• General
• Sales

Informations

• Publié par: Everest Media LLC
• Date de parution: 30 avril 2022
• Nombre de lectures: 0
• EAN13: 9781669395645
• Langue: English
• Poids de l'ouvrage: 1 Mo

Extrait

Insights on Anthony Parinello 's Selling To Vito
Contents Insights from Chapter 1 Insights from Chapter 2 Insights from Chapter 3 Insights from Chapter 4 Insights from Chapter 5 Insights from Chapter 6 Insights from Chapter 7 Insights from Chapter 8 Insights from Chapter 9 Insights from Chapter 10 Insights from Chapter 11 Insights from Chapter 12 Insights from Chapter 13 Insights from Chapter 14 Insights from Chapter 15 Insights from Chapter 16 Insights from Chapter 17 Insights from Chapter 18 Insights from Chapter 19 Insights from Chapter 20 Insights from Chapter 21 Insights from Chapter 22 Insights from Chapter 23 Insights from Chapter 24 Insights from Chapter 25 Insights from Chapter 26 Insights from Chapter 27
Insights from Chapter 1

#1

In your current sales approach, how high up the corporate org chart do you land on your initial cal or contact. Are you typical y starting at the very top of the organization chart or are you more likely to be starting on the first or second branch from the bottom of that chart, with the lower-level supervisors/buyers/managers/purchasing agents/ associates.

#2

When you meet with prospective clients, do not let them stand on linoleum. Linoleum is cheap flooring with someone who keeps postponing decisions.

#3

The Network of Influence and Authority is a helpful structural breakdown that is common to virtually al enterprises. It is a way to accelerate your sales cycle and increase your average order size if you are wil ing to start at the top of the Network.

#4

The main character of this book is VITO, who is the most interested in the economics of the organization, the growth of the organization, and the compliance of the organization.

#5

The ultimate approver of everything that happens in the company is the VITO. The VITO is the person you’ve been trying to sel to for the past three decades. I’ve met, wined, and dined more VITOs than anyone else in the free world.
Insights from Chapter 2

#1

VITOs are self-assured, self-determined, and goal and results oriented. They are highly accountable, passionate, and competitive. They love to win and hate to lose. They are constantly on the lookout for ideas that will help them over-accomplish their goals.

#2

VITOs need what you have. If you can offer something that appeals to an item on VITO's short list, you can connect with a VITO in virtually any industry.

#3

The four short-list areas are increasing revenues, exceeding the projected revenue plan, increasing efficiencies and effectiveness of mission-critical employees, and cutting and or containing costs. VITO is waiting for you to show up with something in these areas.

#4

Every sales job comes with expectations. These expectations typically focus on the territory development, quota performance, and effective use of resources.

#5

The VITO Rules are similar to the traits of a great VITO. The results VITOs want to achieve with their organizations and the results you want to achieve in your own sales career are similar, and the results your product can deliver are potentially in alignment with what VITOs need to ensure overachievement at VITO, Inc.