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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.

Feb 17, 2020

It is often said that the first step of any journey is typically the most important! That's exactly why I invite you to spend the next seven minutes reading what follows or if you're pressed for time spend three minutes listening.

The power of ‘social proof’…

Social proof works wonders with VITO because they have a fairly strong ‘external’ frame of reference. They want to know what other VITOs are up to in a similar industry. Social proof will help you build your credibility and your Equal Business Stature with VITO. Your social proof must:

  • Relate to VITO’s industry
  • Relate to VITO’s marketplace
  • Relate to VITO’s ‘end game’
  • Be verifiable
  • Be truthful
  • Not mention any specific organization (unless VITO respects the mentioned organization)
  • Never mention any of VITO’s or any of your competitors
  • Always use a ‘relative ranking name drop’ (see below)

 

Three Good Examples of Social Proof:

“The CEO of one of the top five health care providers…..”

“Five of the top ten retailers in the Tri-State area…”

“65 of the Fortune 100 rely upon our proven, repeatable process…”

 

Three Good Examples of Pleasantries:

If you don't have 'Social Proof' use a pleasantry to show VITO that you respect their time and their position.

 

A Pleasantry Should Not Sound Like This:

How are you today?

Is this a good time?

Do you have a minute?

 

A Pleasantry Should Sound Like This:

“It’s an honor to finally speak with you…”

“Thanks for picking up the phone.”

“You’re just the person who’ll appreciate this.”

 

Social Proof or Pleasantry?

Use either one...but, never both!

 

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