by Tony Parinello | Jul 25, 2022 | Selling to VITO
Avoid this deadly sin! Salespeople talk too much. Listen twice as much as you talk. That’s why you’ve got two ears and only one mouth. The reason I’m saying that salespeople talk too much is that talking is trite. Parrots can talk, infants can talk…salespeople...
by Tony Parinello | Jul 19, 2022 | Selling to VITO
It doesn’t make much of a difference if you’re sending a written correspondence, talking to VITO on the phone, in person or leaving a voicemail message you’ve got just 8 short seconds to get your point across. The best way to accomplish this is to center your...
by Tony Parinello | Jul 10, 2022 | Selling to VITO
Hold on I’ll put you through to VITO’s voicemail… Getting ready to call VITO? Concerned about getting dumped into voicemail jail? No sweat! Your first voicemail message to VITO could be your opening statement with what I choose to call bookends. It could...
by Tony Parinello | Jun 29, 2022 | Selling to VITO
Don’t ever ask a VITO this ridiculous question: Who besides yourself will be making this decision? Take that one and totally eliminate it from your open-ended question repertoire! VITO is the ultimate approver of just about every decision that’s being made. Instead,...
by Tony Parinello | Jun 16, 2022 | Selling to VITO
What do you and VITO have in common? You’ve heard me say time and time again that 85% of VITOs in America were once salespeople just like you and me. They made cold calls and gave presentations. I had the good fortune of interviewing over 120 VITOs when I was writing...
