Feb 4, 2020
There it sits -- just where you saw it
yesterday…the 3,000-pound telephone.
Strange, it hasn’t rung once all week. Maybe
there’s something screwy with the phone line?
If there is one topic connected to Selling
to VITO that is simultaneously challenging, interesting,
dramatic, and potentially life-changing for each and every one of
the people who take my Selling to VITO course, it’s the
inescapable responsibility of picking up the phone and actually
calling VITOs! A few telephone sales tips could save you time and
Yes, it is a responsibility. It’s also a
privilege. It’s something you have to hold yourself accountable
for. Fortunately, with my help, it’s going to be a lot easier than
Favorite Personal VITO Call Story
One day (years ago) I had scheduled myself to
make ten VITO calls. On my very first phone call of the day—to the
president of the third-largest computer company in the world picked
up the phone, completely unprotected by any
I was so surprised to hear VITO’s voice that,
without thinking, I said:
“What a surprise! I expected to get your
VITO’s response was quick and to the
“Hold on. Let me get her for
With a click, he was gone forever. File it under
“one big lost VITO conversation opportunity”!
Here’s What You Can
★ 20% of the time, VITO will
pick up their own phone (yep, unprotected).
★ 40% of VITO’s private
assistants will pick up.
★ 40% you’ll get dumped
into voice mail.
Stick with me and over the
next few weeks, I’ll make sure you have everything you need to
prepare yourself for all three outcomes.
What to Do When VITO Picks Up the
VITO—the CEO, president, or owner—is
sitting at the desk. It’s a busy day. Lots of stuff is going on.
VITO is signing checks, shaking hands, patting backs, looking at
financial reports, and so on. The phone rings and Tommie isn’t
around to answer it. VITO will never, ever let the phone ring
without someone answering it, and in this case, that someone is
VITO Will Not Tolerate
- Long, drawn-out
- Stupid questions that you should
already know the answer to
- Uncertainty as to what you
- Words and phrases that are
- Wasting VITO’s precious
- Unfamiliarity with VITO’s
- Any lack of
- Any kind of BS
- Ego-based statements of any
- Any mention of VITO’s
- Any claims without
- Mispronouncing VITO’s
Here’s what VITO
- Valuable content delivered with
words and phrases that they understand. In other words, NO
techno-babble, industry buzzwords, jargon, acronyms, product names
- Something VITO doesn’t already
- Something VITO wants to
- Your apparent knowledge about
- Some of your knowledge about
- Clarity on the outcome you want
from the call
- Confident delivery,
- Quick, to-the-point focused
- A conversational
- You making sure that VITO has
plenty of chances to interrupt
Stupid Things You Will Not Say At This Critical Moment
this a good time?”
have a minute?
you be interested in…”
just making some calls…”
purpose of my call is…”
are you today?
Let’s be honest, in the past, how many of the
above-mentioned statements have you used? I thought so!
Let me write your Opening Statement for
you! You answer some questions, I'll take the information and
turn it into a powerful one-of-a-kind Opening Statement that will
grab VITO's attention! CLICK HERE