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...