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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 in VITO University. It's there that we can work together 1-on-1 to tailor YOUR VITO speak.

Feb 14, 2019

Which one best describes you?

> You avoid making prospecting calls.

> You make hundreds of calls a day but it feels more like busy work.

If you avoid making the calls because you're not sure what exactly to say listen to this chapter.

If you are smiling and dialing with little results, quantity isn't necessarily better...

Feb 8, 2019

Every piece of VITO Correspondence has six specific parts, each of which must stand on its own but also be logically connected to all the other parts. 

This approach creates two very important outcomes:

1. It lets VITO know you'll be calling

2. It puts the VITO call on your calendar and holds you accountable for doing...

Feb 7, 2019

There are a list of questions that every sales professional SHOULD know the answers to about their company's BEST customer. 

We've been doing this sales training for decades now and this has not changed.  VITOs will ask you some of these questions, if you don't know the answer you will jeopardize your equal business...

Dec 7, 2018

I hold this truth to be self-evident:  No matter what you sell, there is no higher-margin business than repeat business from your existing customers.

Why? Because add-on business doesn't have the high cost of acquisition that new business from a prospect has.  in other words, the cost of sales associated with your...

Dec 6, 2018

If there's one thing VITOs all around the world agree on, it's that their time is too valuable to waste. 

I've been selling to VITO for the past three decades, and at times, I have thought the world's VITOs must surely have been trained by the same "executive coach" on how to let everyone know how precious time is to...