The author of the bestseller Selling to VITO returns with a 10--step plan for getting to the Very Important Top Officera s top of mind, top of wallet, and top of their to--do list Anthony Parinelloa 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 VITOa s head, get into their budgets, and get on their team as a trusted advisor. Based on Parinelloa s own extensive sales experience--as well as the experiences of the more than one million salespeople whoa ve studied his VITO process--Getting to VITO shows salespeople how to: aeo Find and pre--qualify the real VITO aeo Establish real value in VITOa s eyes aeo Cut to the chase with seven different correspondence modalities aeo Disarm every first--call objection a salesperson may encounter aeo Deliver the show--stopper elevator pitch for every industry aeo One--on--one coaching from Parinelloa s own professional coach! Anthony Parinello (San Diego, CA) is the countrya 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. Parinelloa 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.