Selling to Vito: the Very Important Top Officer [2nd ed] 1580622240, 9781580622240, 9781440501944, 1440501947
This book contains all the tactics you need to get appointments with impossible-to-reach top decision-makers.;Cover Page
183 74 1MB
English Pages 218 pages Year 2009
Table of contents :
Cover Page
Title Page
Copyright
Dedication
Contents
The purchase of this book includes career-long tele-mentoring
Foreword
Acknowledgments
Introduction
Meeting and Becoming VITO & s Business Partner
The Time Is Right
Adding Value to VITO & s Day
The Five Keys to Working with VITO
A Portrait of VITO
Other Players in the Drama and the Influence and Authority Network
The Seymour Problem
Contacting VITO
Call Objectives
More Research You & II Need to Do Before Contacting VITO by Mail
Benefits and the Headline of Your Letter
The Rest of the Letter to VITO
Making Your VITO Call. Getting VITO & s Attention by PhoneThe Gatekeepers
Voice Mail Messages to VITO
The Pigeonholing Problem
Meeting VITO and Keeping VITO Involved
Preparing for Your Presentation to VITO
Delivering Your Presentation to VITO
Meeting with VITO by Phone and in Person
Keeping VITO Involved
Success!
Success!
Some Final Thoughts on Your Current Accounts
Some Common Questions
Congratulations!
Appendix A: Your Prospecting Ratio
Appe.
Cover Page
Title Page
Copyright
Dedication
Contents
The purchase of this book includes career-long tele-mentoring
Foreword
Acknowledgments
Introduction
Meeting and Becoming VITO & s Business Partner
The Time Is Right
Adding Value to VITO & s Day
The Five Keys to Working with VITO
A Portrait of VITO
Other Players in the Drama and the Influence and Authority Network
The Seymour Problem
Contacting VITO
Call Objectives
More Research You & II Need to Do Before Contacting VITO by Mail
Benefits and the Headline of Your Letter
The Rest of the Letter to VITO
Making Your VITO Call. Getting VITO & s Attention by PhoneThe Gatekeepers
Voice Mail Messages to VITO
The Pigeonholing Problem
Meeting VITO and Keeping VITO Involved
Preparing for Your Presentation to VITO
Delivering Your Presentation to VITO
Meeting with VITO by Phone and in Person
Keeping VITO Involved
Success!
Success!
Some Final Thoughts on Your Current Accounts
Some Common Questions
Congratulations!
Appendix A: Your Prospecting Ratio
Appe.
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