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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.

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 them and how busy they are!  Here are some of the more popular responses:

  • I've got lots to do...what's on your mind?
  • You've caught me leaving for a meeting...what do you want?
  • I don't have a lot of time, so what do you want fromme?
  • Let's get started...I've got to run to another meeting in less than five minutes.
  • Go ahead...I'll just sign these papers while you show me what you've got.
  • I am too busy for this.
  • Today's your lucky've got the CEO on the phone. What do you want from me?

I've learned from experience that when you show VITO that you respect and honor his or her time, and prove that your time is equally important to you, you'll be granted enough of VITO's time to discusss what you need to discuss.  The opposite is also true.  If you waste VITO's time and act like yours isn't worth much, you won't get the time or the sale you're after. 

So how do you prove without a shadow of a doubt that you have the utmost respect for the time-compressed world in which VITO lives in? 

Start by accepting the reality of VITO's available time window for your first written message.