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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.

Jun 28, 2019

When it comes to dealing with shunts at this stage of the process, there are really only two varieties: those athat come from Tommie and those that come from VITO.  In handling both, remember a principle I've shared with you in an earlier chapter.  It's one of those most important of all the VITO rules, and it amounts to a Golden Rule of Shunts.

VITO RULE #27 - You will inevitably be shunted to the person within VITO, Inc. whom you sound the most like.

In other words, if you want to begin your sales cycle with Seemore (and I know you don't), then go ahead and sound like Seemore.  If you want to being your sales cycle with VITO, then you'd better sound like VITO.  With that important principle in mind, let's look atthe two world where you are likely to encounter shunts: Tommie's world and VITO's world.

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