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010 a| 2004020267;

020 a| 9780471675198;

020 a| 0471675199 (Trade Paper)c| USD 19.95 Retail Price (Publisher)9| Active Record;

024 3 a| 9780471675198;

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050 0 a| HF5438.25.P3615 2005;

082 00 a| 658.852| 22;

100 1 a| Parinello, Anthonye| Author=| ^A810563;

245 10 a| Getting to VITO: The Very Important Top Officerh| [electronic resource]:b| 10 Steps to VITO 's Office;

260 b| Wiley [Imprint]a| Hoboken : b| John Wiley & Sons, Incorporated;

300 a| 272 p.c| 23.000 x 015.200 cm.;

506 a| Available only to authorized users.;

520 8 a| Annotationb| The author of the bestseller Selling to VITO returns with a 10-step plan for getting to the Very Important Top Officer's top of mind, top of wallet, and top of their "to-do" list Anthony Parinello'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 VITO's head, get into their budgets, and get on their team as a "trusted advisor." Based on Parinello's own extensive sales experience-as well as the experiences of the more than one million salespeople who've studied his VITO process-Getting to VITO shows salespeople how to: * Find and pre-qualify the real VITO * Establish real value in VITO's eyes * Cut to the chase with seven different correspondence modalities * Disarm every first-call objection a salesperson may encounter * Deliver the show-stopper "elevator" pitch for every industry * One-on-one coaching from Parinello's own professional coach! Anthony Parinello (San Diego, CA) is the country'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. Parinello'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.";

538 a| Mode of access: World Wide Web;

650 4 a| Selling;

650 4 a| Sales Personnel;

650 4 a| Chief Executive Officers;

655 0 a| Electronic books.=| ^A491897;

856 40 z| Full text available from eBooks on EBSCOhostu| https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=126957&scope=site&custid=s5822723&authtype=ip,shib;

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Getting to VITO: The Very Important Top Officer 10 Steps to VITO 's Office

Author/creator	Parinello, Anthony Author
Format	Electronic
Publication Info	Wiley [Imprint] Hoboken : John Wiley & Sons, Incorporated
Description	272 p. 23.000 x 015.200 cm.
Supplemental Content	Full text available from eBooks on EBSCOhost
Subjects	Selling Sales Personnel Chief Executive Officers

Summary	Annotation The author of the bestseller Selling to VITO returns with a 10-step plan for getting to the Very Important Top Officer's top of mind, top of wallet, and top of their "to-do" list<br />Anthony Parinello'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 VITO's head, get into their budgets, and get on their team as a "trusted advisor."<br />Based on Parinello's own extensive sales experience-as well as the experiences of the more than one million salespeople who've studied his VITO process-Getting to VITO shows salespeople how to:<br />* Find and pre-qualify the real VITO<br />* Establish real value in VITO's eyes<br />* Cut to the chase with seven different correspondence modalities<br />* Disarm every first-call objection a salesperson may encounter<br />* Deliver the show-stopper "elevator" pitch for every industry<br />* One-on-one coaching from Parinello's own professional coach!<br />Anthony Parinello (San Diego, CA) is the country'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. Parinello'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."
Access restriction	Available only to authorized users.
Technical details	Mode of access: World Wide Web
Genre/form	Electronic books.
LCCN	2004020267
ISBN	9780471675198
ISBN	0471675199 (Trade Paper) Active Record
Standard identifier#	9780471675198
Stock number	00028608

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Getting to VITO: The Very Important Top Officer 10 Steps to VITO 's Office

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