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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.

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 current customers is much, much lower than the cost of sales associated with brand-new customers.

This principle is no big secret, and most salespeople would probably be able to express it during, say, a job interview.  The true secret to success in the realm of sales, I would submit, lies not in your ability to repeat this principle, but in your ability to implement it.  Specifically, it lies in your willingness to address this question:

"How can I go about getting all the add-on business I've worked hard for and deserve from my existing customers, and, while I'm at it, take every in-process opportunity I'm currently working on and expand the initial sale amount?"