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Type of bind: Paperback
Dewey Decimal Number: 658.85
EAN num: 9781599180335
ISBN number: 1599180332
Label: Entrepreneur Press
Manufacturer: Entrepreneur Press
Quantity: 1
Page Count: 288
Printing Date: August 22, 2006
Publishing house: Entrepreneur Press
Sale Popularity Level: 106170
Studio: Entrepreneur Press
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Editor's Notes and Comments:
Product Description:
National Wall Street Journal bestseller now in paperback!
Secrets of VITO—the very important top officer— reveals how top-selling CEOs sell their prospects, customers, partners, employees, stockholders, and themselves. It teaches you the strategies and tactics of selling business to business, top officer to top officer, using the language and expertise that command respect from the customer. You learn how to mimic CEOs’ strategies to increase loyalty from existing customers, handle objections, diagnose prospects, and think strategically. The book details the 10 commandments of CEOs who sell and shares sucess stories from successful CEOs. It provides you with the insight you need to act like the person at the top and join the most elite force of salespeople in the world.
User popularity level:
Rated by buyers 
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I own and have read the author's original book: Selling to VITO. That book is worth owning and I recommend it without reservation.
Unfortunately, Mr. Parinello has attempted to take his franchise too far. Secrets of VITO and Getting to VITO do not present the value of the original book. They are a rehash of the author's experiences and offer precious little original thought or suggestions.
The best book I've come across on the subject of calling in to the top of the food chain is: Value Forward Selling by Paul DiModica. It is better in everyway than Secrets of VITO.
Rated by buyers 
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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 endeavor to distill his ideas down to very basic principles which are very helpful.
All in all a very useful book!
Rated by buyers 
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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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