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Title: Secrets of VITO: Think and Sell Like a CEO by Anthony Parinello ISBN: 1-891984-49-7 Publisher: Entrepreneur Media Inc. Pub. Date: 01 September, 2002 Format: Hardcover Volumes: 1 List Price(USD): $24.95 |
Average Customer Rating: 3 (2 reviews)
Rating: 4
Summary: Great Info About How to Communicate With CEOs
Comment: The book focuses on the mind of CEOs and how to communicate with them. Most sales people fear having to sell to top officers, because they have very little experience working with them (other than following orders or being managed by them).
Anthony provides a ton of information on how top officers think and behave. Having this information really helped me to gain enough confidence to sell at the highest level more effectively. I now have a road map and some principles to follow.
On the downside, the book provides too much advice at times. With all the "don't ever...." and "you must do...." bits of advice, the reader might come away overwhelmed and more confused than ever. But Anthony does attempt to distill his ideas down to very basic principles which are very helpful.
All in all a very useful book!
Rating: 2
Summary: Huge Disappointment!!!
Comment: Anthony's "Selling to VITO" is one of the best books ever written for people selling big ticket products and services to senior executives. So I had high expectations for his latest book, "Secrets of VITO." Unfortunately, the book is little more than pop-psychology. Consider the following seven of Anthony's ten golden rules:
(1) I will be honest, even when it hurts.
(2) I will touch people in a special way.
(3) I will keep my thoughts and ideas simple and straightforward.
(4) I will show my positive emotions.
(5) I will say I am sorry when I mess up.
(6) I will look at people when I talk to them...
(9) I will not settle for the word "no."
Could Anthony be any more trite? What a huge disappointment. My advice? Buy Anthony's "Selling to VITO" (if you haven't already)... but don't even think about purchasing this book. Overall grade: D/D-
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Title: Selling To VITO (The Very Important Top Officer) by Anthony Parinello, Denis Waitley ISBN: 1580622240 Publisher: Adams Media Corporation Pub. Date: 1999 List Price(USD): $12.95 |
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Title: Getting the Second Appointment : How to CLOSE Any Sale in Two Calls! by Anthony Parinello ISBN: 0471487236 Publisher: John Wiley & Sons Pub. Date: 19 March, 2004 List Price(USD): $16.95 |
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Title: SPIN Selling by Neil Rackham ISBN: 0070511136 Publisher: McGraw-Hill Trade Pub. Date: 01 May, 1988 List Price(USD): $24.95 |
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Title: The New Strategic Selling : The Unique Sales System Proven Successful by the World's Best Companies, Revised and Updated for the 21st Century by Stephen E. Heiman, Diane Sanchez ISBN: 0446673463 Publisher: Warner Books Pub. Date: 01 January, 1998 List Price(USD): $15.95 |
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Title: Hope Is Not a Strategy : The 6 Keys to Winning the Complex Sale by Rick Page ISBN: 0071418717 Publisher: McGraw-Hill Trade Pub. Date: 24 March, 2003 List Price(USD): $14.95 |
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