Offers information on different sales approaches, ways to maintain customer loyalty, and tips on enhancing the content of sales presentations

The Complete Idiot's Guide to Dynamic Selling

Business & Money

Parinello, Anthony

Management & Leadership

MacMillan Distribution

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.”

Getting the Second Appointment: How to CLOSE Any Sale in Two Calls!

wiley

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."

Getting to VITO (The Very Important Top Officer): 10 Steps to VITO's Office

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:
<ul>
<li>wasting your precious selling time with 'non-decision' makers</li>
<li>getting any rejection whatsoever from gatekeepers</li>
<li>working your keester off for itsy, bitsy sales</li>
<li>losing sales that you thought you were going to win</li>
<li>not making your sales quota</li>
</ul> You'll start:<ul>
<li>making sales that are up to 65 percent bigger</li>
<li>cutting your sales cycle in half</li>
<li>getting as much as 120 percent more add-on business from your existing customers</li>
<li>getting VITO to VITO referrals worth pure gold</li>
<li>making the income that you really deserve</li>
</ul>

Selling to VITO the Very Important Top Officer: Get to the Top. Get to the Point. Get to the Sale.

Marketing & Sales

Adams Media

Selling to Vito contains all the tactics you need to get appointments with impossible-to-reach top decision-makers. They in fact are the Very Important Top Officers (VITOs), the people with the ultimate veto power who hold the key to bigger commission checks, every sales award you could possibly win, and VITO to VITO referrals that you can take to the bank! You'll quickly learn how to:<ul>
<li>Get into new accounts at the top</li>
<li>Keep out of time-consuming log-jams-and into VITO's office</li>
<li>Promote loyalty at the top with existing customers and capture add-on business</li>
<li>Increase the size of every sale</li>
</ul>
 Selling To VITO offers innovative new ideas and street-smart tactics for reaching the very top person in any organization. It's based on the seminars that have helped thousands of sales professionals from top corporations like Canon, 3M, Hewlett-Packard, and MCI bust quotas and increase commissions. It can help you, too, by getting you to the right person so you can do what you do best: SELL! Anthony Parinello is without question the country's foremost expert on getting appointments with, and selling to, top decision makers. This book is the product of his twenty-three years of award-winning sales performance.

Selling To VITO (The Very Important Top Officer)

Secrets of VITO: Think and Sell Like a CEO

National Wall Street Journal bestseller now in paperback! Secrets of VITO—the very important top officer— reveals how top-selling CEOs sell their prospects, customers, partners, employees, stockholders, and themselves. It teaches you the strategies and tactics of selling business to business, top officer to top officer, using the language and expertise that command respect from the customer. You learn how to mimic CEOs’ strategies to increase loyalty from existing customers, handle objections, diagnose prospects, and think strategically. The book details the 10 commandments of CEOs who sell and shares success stories from successful CEOs. It provides you with the insight you need to act like the person at the top and join the most elite force of salespeople in the world.

Entrepreneur Press

Develop the powerful will that helps you win in life and business.

The Power of Will: Key Strategies to Unlock Your Inner Strengths and Enjoy Success in All Aspects of Life

Chandler House Pr

Discover the Sales Secrets of Corporate America's Top Movers and Shakers! At a time when integrity of America's corporate leaders is in question and their business practices are under intense scrutiny, bestselling author Anthony Parinello takes us inside the minds of principled CEOs in his new book Secrets of VITO: Think and Sell Like a CEO. Packed with proven, street mart strategies, tactics, and lessons from the best minds in business, this must- have guide for anyone who sells reveals how top-selling CEOs sell their prospects, customers, partners, employees, stockholders, and themselves. You'll discover: <ul>
<li>How to think strategically and act tactically </li>
<li>The operating principles behind the way ethical CEOs sell </li>
<li>The 10 commandments of CEOs who sell </li>
<li>How CEOs handle objections </li>
<li>How CEOs increase loyalty from existing customers </li>
<li>25 ways to diagnose prospects </li>
</ul>
With over 28 years of award-winning sales performance, Anthony Parinello is the country's foremost expert on selling to top decision- makers. Over 1 million business professionals and 65 of the Fortune 100 have embraced his techniques. Now you can, too.

One of today's most innovative sales trainers reveals how to be a consistent top producer while avoiding the dreaded cold call It's time to hang up on cold calling, asserts Tony Parinello. The renowned sales trainer introduces proven tools and techniques that make such telephone torture unnecessary, teaching sales professionals how to master a powerful four-step process he calls "Identify, Contact, Present, Sell" to reel in new clients. Parinello's approaches will work for anyone who loves to sell but hates the grind of "smiling and dialing." Instead, he explains how to:
<ul>
<li>Identify and contact the very ripest prospects in far less time than via cold calling </li>
<li>Rake in much more business from current customers without ever "pestering" </li>
<li>Catapult up the sales chart with presentation and closing skills used by sales superstars</li>
</ul>

Stop Cold Calling Forever

Entrepreneur Pr

See the best price to sell, buy, or rent books by Parinello, Anthony. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Parinello, Anthony

See the best price to sell, buy, or rent books by Parinello, Anthony. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

The Complete Idiot's Guide to Dynamic Selling

Getting the Second Appointment: How to CLOSE Any Sale in Two Calls!

Getting to VITO (The Very Important Top Officer): 10 Steps to VITO's Office

Selling to VITO the Very Important Top Officer: Get to the Top. Get to the Point. Get to the Sale.

Selling To VITO (The Very Important Top Officer)

Secrets of VITO: Think and Sell Like a CEO

The Power of Will: Key Strategies to Unlock Your Inner Strengths and Enjoy Success in All Aspects of Life

Secrets of VITO: Think and Sell Like a CEO

Stop Cold Calling Forever