Five Minutes with VITO: Making the Most of Your Selling Time with the Very Important Top Officer

by David H. Mattson, Anthony Parinello, David H. Mattson

Book Overview

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... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 097860783X
• ISBN13: 9780978607838
• Release Date: October 2008
• Publisher: Pegasus Media World
• Length: 208 Pages
• Weight: 1.20 lbs.
• Dimensions: 0.5" x 6.9" x 9.0"

Customer Reviews

Outstanding advice for selling to top officers (VITO)

As a former VITO in charge of a $30 million manufacturing firm, I can tell you that Mattson and Parinello clearly understand what it takes to be successful calling at the highest levels of any size organization. In my case, there were only a handful of sales people who ever made it to my office. Yet the ones who did ended up getting the lion's share of our business, whether it was raw materials, computer systems, or office furniture. This book offers excellent advice on how to get past gatekeepers and middle-level buyers afraid to leave their comfort zones. With that said, don't expect this book to get you in to see every VITO you contact. Yet spending 5 minutes with even one VITO will invariably lead to significantly better results than spending weeks, months, and years calling on buyers who have little interest in switching from existing suppliers.

Incredible Stuff!

I've been selling for over 30 years and, had I been exposed to the Sandler Selling System earlier in my career and applied it at the VITO level, I'd have retired long ago. This is great stuff - pure common sense! Here's a great take-away: most VITO's are former salespeople and they've done what we're doing - prospecting for new business, getting through gatekeepers, handling rejection, etc. They've "been there, done that" and they have an appreciation for good selling. Apply just one or two lessons or techniques from the book, and you'll make money!

Terrific Book for Selling at the Top

I have read and used "Selling to VITO" which I found valuable. However, combining the best of Tony Parinello with the Sandler System in "5 Minutes with VITO" is brilliant. If you want to sell high and need to be more productive you should read and follow this book.

New and workable

This book is something even the weakest sales person could use. It has action steps that help you apply what the book is coaching you on. It also has some neat internet sites to go to. A must have for every sales manager and business owner as a reference to what their sales people should be doing.

Required reading for sales professionals

Wow! This book should be required reading for all sale professionals that want to make sure that they use their prospecting time effectively. With 5 Minutes with VITO, you'll have a plan of action for reaching top level executives as well as a plan of execution for what to do and say when you talk to those executives.