Getting to VITO (The Very Important Top Officer)
Getting to VITO (The Very Important Top Officer)

Author: Anthony Parinello

Publisher: John Wiley & Sons

Published: 2010-12-22

Total Pages: 274

ISBN-13: 1118040228

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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."

Selling to VITO the Very Important Top Officer
Selling to VITO the Very Important Top Officer

Author: Anthony Parinello

Publisher: Simon and Schuster

Published: 2010-07-15

Total Pages: 256

ISBN-13: 1440506698

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

Getting the Second Appointment
Getting the Second Appointment

Author: Anthony Parinello

Publisher: John Wiley & Sons

Published: 2004-03-22

Total Pages: 272

ISBN-13: 9780471487234

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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.”

Secrets of Question-Based Selling
Secrets of Question-Based Selling

Author: Thomas Freese

Publisher: Sourcebooks, Inc.

Published: 2013-11-05

Total Pages: 441

ISBN-13: 1402287534

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"After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls Motivate different types of buyers Develop more internal champions Close more sales...faster And much, much more

Rogue Town
Rogue Town

Author: Vito Colucci

Publisher:

Published: 2023-05-15

Total Pages: 0

ISBN-13:

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Rogue Town is Vito Colucci's first-hand account of how he and a handful of honest cops risked everything to bring the guilty to justice in one of the most corrupt cities in 1960s - 1980s America. Revised and updated second edition.

Tough-Minded Management
Tough-Minded Management

Author: Joe D. Batten

Publisher: Wipf and Stock Publishers

Published: 2002-12-26

Total Pages: 238

ISBN-13: 1725201275

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Sound advice that can be adapted by managers at all levels." 'B/M Book Review' The excellence of the book lies in the basic information it has to give the relatively new manager." 'Personnel Psychology' Must reading for anyone who thinks all management books are just a rehash of planing, organizing, staffing, controlling, etc.... Especially recommended...." 'NRHA Magazine' A totally fresh description of how to turn MBO into a 'living system'...practical and highly motivational. 'Buffalo Law Journal' Many useful suggestions to offer the executive." 'West Coast Review of Books'

Practical Program Evaluation For Criminal Justice
Practical Program Evaluation For Criminal Justice

Author: Gennaro F. Vito

Publisher: Routledge

Published: 2014-05-08

Total Pages: 178

ISBN-13: 1455775460

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Practical Program Evaluation for Criminal Justice shows readers how to apply the principles of fiscal responsibility, accountability, and evidence-based practice to criminal justice reform plans. Unlike other policy-based texts, which tend to focus more on implementation than assessment, this book provides applicable, step-by-step instruction on determining an initiative's necessity prior to its adoption (reducing the risk of wasting resources), as well as how to accurately gauge its effectiveness during initial roll-out stages. The book gradually introduces basic data analysis procedures and statistical techniques, which, once mastered, can be used to prove or disprove a program's worth. Lastly, the book introduces the types of stakeholders who should review evaluation results for quick action, as well as how to best structure reports to ensure their buy-in. Individually examines every major evaluation type (as well as the benefits, concerns, and constraints of each), including needs, theory, process, outcome/impact, and cost efficiency Defines the precise data points each evaluation type requires, and the exact manner in which this data can be collected Demonstrates how different types of evaluations can be used together to provide clear information regarding a program's overall performance level Cites and makes use of real-world policy evaluations and vetted programs

Tracy Flick Can't Win
Tracy Flick Can't Win

Author: Tom Perrotta

Publisher: Simon and Schuster

Published: 2022-06-07

Total Pages: 272

ISBN-13: 1501144081

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Soon to be a major motion picture starring Reese Witherspoon “Tom Perrotta is…one of the great writers that we have today. I love this book.” —Harlan Coben An “engrossing and mordantly funny” (People) novel about ambition, coming-of-age in adulthood, and never really leaving high school politics behind—featuring New York Times bestselling author Tom Perrotta’s most iconic character of all time. Tracy Flick is a hardworking assistant principal at a public high school in suburban New Jersey. Still ambitious but feeling a little stuck and underappreciated in midlife, Tracy gets a jolt of good news when the longtime principal, Jack Weede, abruptly announces his retirement, creating a rare opportunity for Tracy to ascend to the top job. Energized by the prospect of her long-overdue promotion, Tracy throws herself into her work with renewed zeal, determined to prove her worth to the students, faculty, and School Board, while also managing her personal life—a ten-year-old daughter, a needy doctor boyfriend, and a burgeoning meditation practice. But nothing ever comes easily to Tracy Flick, no matter how diligent or qualified she happens to be. Her male colleagues’ determination to honor Vito Falcone—a star quarterback of dubious character who had a brief, undistinguished career in the NFL—triggers memories for Tracy and leads her to reflect on the trajectory of her own life. As she considers the past, Tracy becomes aware of storm clouds brewing in the present. Is she really a shoo-in for the principal job? Is the Superintendent plotting against her? Why is the School Board President’s wife trying so hard to be her friend? And why can’t she ever get what she deserves? A sharp, darkly comic, and pitch-perfect chronicle of the second act of one of the most memorable characters of our time, Tracy Flick Can’t Win “delivers acerbic insight about frustrated ambition” (Esquire).

When Buyers Say No
When Buyers Say No

Author: Tom Hopkins

Publisher: Business Plus

Published: 2014-04-01

Total Pages: 221

ISBN-13: 1455550582

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This is a complete and practical guide which highlights the authors' new strategic approaches to selling when the buyer initially declines or is resistant on a sales opportunity. Hopkins and Katt explain that most sales reps take a traditional linear approach to selling, but that the trick in closing is in taking a more creative and circular approach. That's the key. It all starts with how the buyer initially says, "No." Too many sales reps don't pay close attention as to how that's presented. Hopkins and Katt point out that "no" may suggest all sorts of other options -- avenues that can eventually lead to the buyer actually saying yes. The authors introduce a novel concept called the Circle of Persuasion which offers sales reps a new approach in this potentially tricky process. Along the way, WHEN BUYERS SAY NO details prescriptive steps and even sample dialogues that will instruct and guide sales professionals on how to best cultivate buyer-seller relationships. There's particular emphasis on how to establish the kind of rapport that ultimately leads to a successful close.

Government versus Markets
Government versus Markets

Author: Vito Tanzi

Publisher: Cambridge University Press

Published: 2011-05-16

Total Pages: 391

ISBN-13: 1139499734

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Vito Tanzi offers a truly comprehensive treatment of the economic role of the state in the twentieth and twenty-first centuries from a historical and world perspective. The book addresses the fundamental question of what governments should do, or have attempted to do, in economic activities in past and recent periods. It also speculates on what they are likely or may be forced to do in future years. The investigation assembles a large set of statistical information that should prove useful to policy-makers and scholars in the perennial discussion of government's optimal economic roles. It will become an essential reference work on the analytical borders between the market and the state, and on what a reasonable 'exit strategy' from the current fiscal crises should be.