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Opis

The author of the bestseller Selling to VITO returns with a 10--step plan for getting to the Very Important Top Officera s top of mind, top of wallet, and top of their "to--do" list Anthony Parinelloa 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 VITOa s head, get into their budgets, and get on their team as a "trusted advisor." Based on Parinelloa s own extensive sales experience--as well as the experiences of the more than one million salespeople whoa ve studied his VITO process--Getting to VITO shows salespeople how to: aeo Find and pre--qualify the real VITO aeo Establish real value in VITOa s eyes aeo Cut to the chase with seven different correspondence modalities aeo Disarm every first--call objection a salesperson may encounter aeo Deliver the show--stopper "elevator" pitch for every industry aeo One--on--one coaching from Parinelloa s own professional coach! Anthony Parinello (San Diego, CA) is the countrya 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. Parinelloa 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."

Szczegóły książki

Kategoria Książki po angielsku Health & personal development Self-help & personal development Advice on careers & achieving success

• Pełny tytuł: Getting to VITO (The Very Important Top Officer)
• Podtytuł: 10 Steps to VITO's Office
• Autor: Anthony Parinello
• Język: Angielski
• Oprawa: Miękka
• Liczba stron: 272
• EAN: 9780471675198
• ISBN: 0471675199
• ID: 04892900
• Wydawca: John Wiley & Sons Inc
• Waga: 396 g
• Wymiary: 229 × 154 × 20 mm
• Data wydania: 22. February 2005

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