Sep 6, 2018
Why would any VITO care about a basic 'consumable' that's being used by a janitor? Listen and learn why and how!
Here's the Story - Hi, It’s Tony Parinello. During a live presentation recently, I was asked to tell a personal story about a VITO call that I had made. If you’ve ever thought you sell a commodity or if you’ve ever thought that the product, service or solution you sell isn’t important enough for VITO to get involved in it, then you’re really going to enjoy this story.
There I was…sitting in VITO’s office…and I want you to picture this. VITO’s office was upstairs with a glass wall that over looked the production floor of the manufacturing facility that made high-performance jet engines. Unbeknown to VITO and everyone else, that morning, the facilities cleaning crew ran out of the special solution that they normally used to mop the floor to get all the oil and everything else that accumulates during the manufacturing of jet engines. So the crew used something else. Well, guess what. The floor looked clean but actually it left a film on the floor. In other words, it didn’t really clean all the dirt, grease and grime completely off the floor….
Well, it just so happened that my appointment with this VITO was at the same time as a new jet engine was being readied for delivery to a new customer…VITO invited me over to the window that overlooked the facility just as the production crew was moving that new jet engine with a small tractor to the shipping dock…Well, guess what happened. The little tractor that was pulling the jet engine started to slip as its final turn…the back wheels started to skid on the floor because the floor wasn’t really clean. The tractor slid to the side a little bit and both VITO and I watched in horror as the tractor hit a rack that’s maybe 20 feet tall holding different pallets of nuts and bolts and stuff like that. Well, a small box of little nuts and bolts fell off the top shelf and hit this new jet engine and sprinkled those little nuts and bolts and washers all over the engine! The President started screaming at the top of his lungs actually, I really though he might have a heart attack! You can’t deliver an engine with stuff sprinkled all over it because what if one of those parts got inside the engine! Needless to say, my meeting came to an abrupt ending and I can just imagine what happened to VITO’s Plant Manager when they all realized that not having a simple bottle of the proper cleaning solution cost the company tons of money not to mention disappointing the brand new client that’s waiting for their jet engine!!!
The moral of the story? What happens to VITO’s top, middle and/or bottom line if whatever you sold to their company isn’t available? That’s the question for each and every salesperson to ponder…wrap your head, heart, mind and intellect around that question! Because, that’s exactly how you establish the real value your product, service and solution has to VITO! No matter what you sell think of it in terms of its value to VITO.
If you need my personal, one-on-one help in developing your value proposition, correspondence, telephone opening statement and voice mail messages to VITO that clearly articulates that value just sign up for Part 1 of my VITO University!