Selling to VITO the Very Important Top Officer

Selling to VITO the Very Important Top Officer
Author: Anthony Parinello
Publisher: Simon and Schuster
Total Pages: 256
Release: 2010-07-15
Genre: Business & Economics
ISBN: 1440506698

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There has never been a sales book that gives you one-on-one, personal help to catapult your sales career and your personal income to a level that will surprise you and shock your sales manager! You'll stop: wasting your precious selling time with 'non-decision' makers getting any rejection whatsoever from gatekeepers working your keester off for itsy, bitsy sales losing sales that you thought you were going to win not making your sales quota You'll start: making sales that are up to 65 percent bigger cutting your sales cycle in half getting as much as 120 percent more add-on business from your existing customers getting VITO to VITO referrals worth pure gold making the income that you really deserve

Getting to VITO (The Very Important Top Officer)

Getting to VITO (The Very Important Top Officer)
Author: Anthony Parinello
Publisher: John Wiley & Sons
Total Pages: 274
Release: 2010-12-22
Genre: Business & Economics
ISBN: 1118040228

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The author of the bestseller Selling to VITO returns with a 10-step plan for getting to the Very Important Top Officer's top of mind, top of wallet, and top of their "to-do" list Anthony Parinello's Selling to VITO introduced salespeople everywhere to the Very Important Top Officer-and taught them the precise steps of how to sell to the person with the ultimate veto power. Now, Parinello returns with Getting to VITO, a one-of-a-kind sales resource that offers proven, best-practices advice on how-to get into VITO's head, get into their budgets, and get on their team as a "trusted advisor." Based on Parinello's own extensive sales experience-as well as the experiences of the more than one million salespeople who've studied his VITO process-Getting to VITO shows salespeople how to: * Find and pre-qualify the real VITO * Establish real value in VITO's eyes * Cut to the chase with seven different correspondence modalities * Disarm every first-call objection a salesperson may encounter * Deliver the show-stopper "elevator" pitch for every industry * One-on-one coaching from Parinello's own professional coach! Anthony Parinello (San Diego, CA) is the country's foremost expert on selling to top officers. His bestselling book and audiotape program Selling to VITO (The Very Important Top Officer) has sold more than 500,000 copies. Parinello's Secrets of VITO: Think and Sell Like a CEO was a Wall Street Journal bestseller and his most recent book Getting the Second Appointment has been accepted by his following as the new sales process of "choice."

Questions that Sell

Questions that Sell
Author: Paul Cherry
Publisher: HarperChristian + ORM
Total Pages: 242
Release: 2017-12-07
Genre: Business & Economics
ISBN: 0814438717

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If you ask the right questions, then you’ll get the sale every time. As a salesperson, your product knowledge is extensive but that's not enough. If you fail to ask the right questions - the ones that uncover a customer's real needs - you will never close the deal. Top sales effectiveness expert and author Paul Cherry reveals advanced questioning techniques that will help you sell your products or services based on value to the customer, rather than price, and increase your success rate as a result. In Questions That Sell, Cherry shares material on how to: Discover hidden customer needs and motivations Reinvigorate a stale relationship Soothe anxious buyers Accelerate the decision process Upsell and cross-sell so you no longer leave money on the table Use questions to qualify prospects (without insulting them) And much more Questions That Sell is packed with powerful examples, exercises, and hundreds of sample questions for a wide range of buyer interactions. Success is yours for the asking. Smart questioning will get you there.

Language to Cover a Page

Language to Cover a Page
Author: Vito Acconci
Publisher: MIT Press
Total Pages: 433
Release: 2006
Genre: American poetry
ISBN: 0262012243

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Poems and other texts from the 1960s by a pioneering conceptual artist that show a continuity with his subsequent work in performance and video art. Pioneering conceptual artist Vito Acconci began his career as a poet. In the 1960s, before beginning his work in performance and video art, Acconci studied at the Iowa Writers Workshop and published poems in journals and chapbooks. Almost all of this work remains unknown; much of it appeared in the self-produced magazines of the Lower East Side's mimeo revolution, and many other pieces were never published. Language to Cover a Page collects these writings for the first time and not only shows Acconci to be an important experimental writer of the period, but demonstrates the continuity of his early writing with his later work in film, video, and performance. Language to Cover a Page documents a key moment in the unprecedented intersection of artists and poets in the late 1960s -- as seen in the Dwan Gallery's series of "Language" shows (1967-1970) and in Acconci's own journal 0 to 9. Indeed, as Acconci moved from the poetry scene to the art world, his poetry became increasingly performative while his artwork was often structured and motivated by linguistic play. Acconci's early writing recalls the work of Samuel Beckett, the deadpan voice of the nouveau roman, and the jump cuts and fraught permutations of the nouvelle vague. Poems in Language to Cover a Page explore the materiality of language ("language as matter and not ideas," as Robert Smithson put it), the physical space of the page, and the physicality of source texts (phonebooks, thesauruses, dictionaries). Other poems take the space of the page as an analogue to performance space or implicate the poem in a network of activity (as in his "Dial-a-Poem" pieces). Readers will find Acconci's inventive and accomplished poetry as edgy and provocative as anything published today.

Getting the Second Appointment

Getting the Second Appointment
Author: Anthony Parinello
Publisher: John Wiley & Sons
Total Pages: 272
Release: 2004-03-22
Genre: Business & Economics
ISBN: 9780471487234

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In this book, Anthony Parinello—sales guru and trainer to over one million salespeople—presents tried-and-true techniques for getting invited back for a second interaction with potential prospects and customers. This three-part book uses the sort of practical feet-in-the-street style that Parinello’s followers love to teach salespeople the down-to-earth how-to’s of getting the second appointment and performing Parinello’s proven “two-call close.”

The Man In Milan

The Man In Milan
Author: Vito Racanelli
Publisher: Polis Books
Total Pages: 475
Release: 2020-11-24
Genre: Fiction
ISBN: 1951709276

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For fans of Daniel Silva and David Baldacci comes a gripping thriller based on real world events that will have you riveted until the final page is turned. When NYPD detectives Paul Rossi and Hamilton P. Turner begin investigating the Sutton Place murder of an Italian air force pilot, the last thing they expect is that they will and find themselves sucked into the potential cover-up of the Ustica massacre, the most horrific aviation crime in Italian history, in which all 81 souls on board perished, where Italian President Francesco Cossiga blamed a missile deployed by the French Navy for the disaster. But as they begin investigating, Rossi, recovering from a broken marriage, and Turner, an African-American opera buff, poet, and former lawyer with ambitions to be mayor, come up against NYPD bureaucratic obstacles and stonewalling by the Italian Consulate in NYC. Lieutenant Laura Muro, the policewoman sister of the victim, comes to New York to aid the investigation, but soon the trio find themselves in the crosshairs of the Gladio, Italy’s powerful, shadowy political cabal whose reach extends to the highest reaches of New York political and ruling class. From New York to Italy, Rossi, Turner, and Muro must uncover the shocking truth about one of the most notorious disasters in airline history, and how this infamous act ties to the present-day murder. Riveting, erudite, and surprising at every turn, THE MAN IN MILAN announces a major new voice in international thriller fiction.

Don Vito

Don Vito
Author: Francesco La Licata
Publisher: Quercus Publishing
Total Pages: 352
Release: 2011-08-04
Genre: Biography & Autobiography
ISBN: 1780871414

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This is the true story of Vito Ciancimino - Don Vito da Corleone, the 'Mayor of the Corleones' - who spent forty years in the grip of death, mafia, politics, business deals and the secret service. Don Vito recounts years of clandestine and previously censored contacts between politicians and the mafia - between the Italian State and the Cosa Nostra. The key witness is Massimo, the penultimate and hitherto closest of Don Vito's five children, who has given his personal testament for the first time. His account rewrites some of the most important events of Italy's recent history. In the words of Attilio Bolzoni of Republica: 'This is the portrait of a man who was a key player from post war Italy to our days in one of the most daunting of Italian affairs, a figure who inspired fear, a devil. He was friend with mafia bosses and great politicians, of killers and respectable gentlemen. Vito Ciancimino was the incarnation of power itself, maybe the most hated and feared, the most suspected and worshipped, man of Palermo and of the whole Sicilian society'. If Roberto Saviano's Gomorrah revealed the workings of the mafia system at street level, Francesco La Licata and Massimo Ciancimino's Don Vito tells us about the people who held the reins of power.

Five Minutes with VITO

Five Minutes with VITO
Author: David Mattson
Publisher: Greenleaf Book Group
Total Pages: 218
Release: 2008-10
Genre: Business & Economics
ISBN: 097860783X

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VITO(tm) is the Very Important Top Officer, the person with the ultimate veto power. VITOs control every decision that s made in ever enterprise in your sales territory. If you want to sell and live large, you must get to VITO and launch the proven Sandler Selling System(r) that will turn VITO into one of your business partners forever. Sandler Trainings and VITO Selling have combined over 80 years of sales know-how, 1,200 hours of audio and video programs, 5,000 pages of training materials, and direct experience in training over 15,000,000 sales people...and distilled it all into one concise, power selling resource. This is the definitive guide for sales people who want to start where they belong at the top. In this book you will learn how to use the Sandler Selling System in all of your interactions with VITO including: How to land an appointment, bond and build rapport with VITO; How to establish up-front contracts with VITO; How to create allies in VITO s rank and file, including their Gatekeepers; How to leave voice mail messages that get call-backs... from VITO; How to make powerful presentations to VITO; How to control your sales process...and influence VITO s buying process; How to compress your sales cycle...and increase your average deal size.

Babe Ruth

Babe Ruth
Author: Vito Delsante
Publisher: Simon and Schuster
Total Pages: 129
Release: 2009-02-24
Genre: Juvenile Nonfiction
ISBN: 1416950710

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A fictionalized biography in graphic novel format shows how his challenges and triumphs at a young age led George "Babe" Ruth to discover his love for baseball--the sport that would make him famous.

Vito Marcantonio

Vito Marcantonio
Author: Gerald Meyer
Publisher: SUNY Press
Total Pages: 320
Release: 1989-01-01
Genre: Political Science
ISBN: 0791400824

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Explores Vito Marcantonio's unique status as a radical politician from New York City.