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Welcome to VITO Selling!  Tony Parinello here, your guide, to reaching Presidents, CEOs, Owners and 'C' Suite Executives.   You CAN sell to VITO (those important titles previously mentioned) and you CAN cut your sales cycle in half by doing so.  You just need to the right words to say, quesitons to ask, and the people in VITO's organization to align yourself with. 

You can find me at www.VITOsalestraining.com in VITO University. It's there that we can work together 1-on-1 to tailor YOUR VITO speak.

Sep 21, 2018

Decision Makers are busy folks.  They have lots of meetings to attend, customers and suppliers to entertain, reports to pour over, conference calls to participate in.  They can't do it all on their own, so they gather a group of individuals to do the heavy lifting for them. 

I call the technical experts who help Decision Makers "Seemores." Their job is to see more and provide more:  more date, more research, more facts, and more figures--all for the purpose of influencing the Decision Maker. The main thing to remember about Seemoreis that he or she does not, can not, and has no authority to take any action remotely resembling a decision. 

Why not?  Because that's the Decision Maker's job!

Now, if you equate making a decision to buying (and if you're been selling for more than about a week, I'm sure you do), then, by logical deduction, you must come to embrace the following self-evident VITO rule:  Influencers can't buy jack.  Never could.  Never would.  Never will. Period.  End of story.