ATTENTION Club VITO Members:  Club VITO is improving!  March 6th will be our first Q&A Session.  March 7th will be our first new LIVE broadcasting session.  Tues and Thursdays will be Q&A and Wednesday will become our new broadcasting day.

It’s never too late to join and be a part of Club VITO.  Every show we conduct is recorded and playbacks made available to Club VITO Members.  

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Every Friday is Club VITO at 10AM PT/ 12PM CT/ 1PM ET.  

Get to the top.  Get to the point.  Get the sale.

We’re Blitzing.  This is show is the best hands on experience you’ll get…besides calling on VITOs in real time that is. What does Blitz Day mean?  Companies pay Tony thousands of dollars for this particular experience. It’s when sales teams send out their VITO letters, then they make their 1st phone calls to VITO. Tony coaches them through what to say, what to do next, what should I have said, how do I recover from what I just said?  This is what we call a Blitz Day.  

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Harness the power of the Network of Influence and Authority.  Read what follows and you’ll find the MP3 and Org Chart at the end. 

Please let me introduce to you a very helpful organizational and structural ‘org-chart’ of sorts. It will apply to virtually all enterprises that you sell to and have as current customers and, if you understand it and use that understanding in your sales work, you will; accelerate your sales cycle by as much as 100%, increase your average order size up to 54%, and crush your sales quota in the next 90 days*!

*READ the fine-print below…

As you listen to this week’s newsletter, you’ll quickly realize who sits at the very top of the Network of Influence and Authority…VITO!

Why is VITO at the top? Because, VITO intentionally aimed for it! Because, from the top, VITO can see everything that’s critically important! Because VITO has responsibility for all that lies below. Because VITO has the ultimate veto power over absolutely everything that happens in the organization.

Believe it. VITO is the one person who is the most interested in the economics of the organization, the growth of the organization, the compliance of the organization, the you-name-it of the organization. Heck, VITO is the organization!

VITO Rule Zero (the rule from which every other VITO Rule is derived!): VITO is the ultimate approver of everything that happens in the organization, including your sale.

I invite you to listen to this post.  But before you do, read the testimonial from the CEO of Sterling Commerce…one of the largest software companies in the nation…

I first ran into VITO Selling in 2003, when I was working as a salesperson — and I quickly realized that it was designed to deliver exactly what I was trying to make happen in my own sales career’ high-level contact, a truly consultative approach, and aggressively shortened sales cycles. All three became realities in my own career. I did well, eventually became CEO … and built the VITO program into the sales “DNA” of Sterling Commerce.

Based on my own personal experience, and the results we’ve seen at Sterling Commerce, I believe the relationships you create by deploying the VITO tactics and philosophy can drive double-digit or even greater levels of sales growth. That’s regardless of the state of the economy and regardless of the state of your particular industry. These kinds of dramatic increases played out for us consistently over a four-year period. They are solely the result of improved sales efficiency.

Bob Irwin; CEO Sterling Commerce

I will personally Guarantee your results of a 300% Increase in: Conversations

• Appointments

• Returned Calls

FROM THE ‘C’ SUITE!

Click Here to Listen to this Blog Post.

Click Here to Download the Org Chart.

Want my help in reaching THE Approver?   Join Club VITO

F.U.D. – Fear, Uncertainty, Doubt 

Fear- belief in something that hasn’t happened yet.  It’s a manifestation of a belief.  At the end of the day, it’s a choice.

Steve and Tony coach Club VITO members how to tackle F.U.D. and how you can face them head on.

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Listen to Part 1 of the broadcast.

Listen to Part 2 of the broadcast.

Sign up to receive Steve Dailey’s free audio program: “The 3 Insights” 

A simple summary of 3 principles that are foundational to achievement in every pursuit in life – especially business!

Click Here to go to Business Coach Steve Dailey’s website

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EXAMPLE:   Tony Parinello is broadcasting LIVE, RIGHT NOW! If you are a CLUB VITO member, 1) CLICK the microphone on the left one time, 2) enter your member login details, 3) select your listening preference for either WMA, MP3, or dial-in by phone 4) and then dive into today’s broadcast! Not a member? Join ASAP and don’t miss out!

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This degree of high-level support and coaching is well worth the $75 monthly membership all by itself…and you get access to Tony as a free benefit just for being a CLUB VITO member!

Each and every one of Tony’s live broadcasts are recorded and the playback is made available to you 24/7 within our CLUB VITO broadcast archive so you never have to miss a single detail!

Now, once you join CLUB VITO…you will want to be on the look out for this LIVE broadcasting icon. We post this icon in our broadcasting section each Friday during Tony’s live shows. Click the icon…login…and join the broadcast! Not a member? Join today and take advantage of Tony’s very next broadcast.

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Let’s say for a moment that VITO had to make a sales call on an existing customer. Again, it happens more often than you may think. What title do you think VITO would reach out to?

CLICK HERE to listen to Tony

Right again: VITO!

So, just out of curiosity, how many VITOs are in your current sales forecast?

If you’re like most of the salespeople I work with, the titles currently in your sales forecast probably don’t include many VITOs at all—not yet anyway.

Here are some actual titles and numbers from a sales team I worked with over a ninety-day period.

Title: Before Selling to VITO After Selling to VITO

Look carefully at the numbers above; notice that none of the relationships at lower levels were sacrificed! The true definition of Selling to VITO means that you proactively engage VITO without ignoring any other players. It’s like ‘sales magic’…

REALITY CHECK:

If you really want to put into practice what you’ll be learning from this point forward in my weekly VITO Newsletters and get more CONVERSATIONS, APPOINTMENTS AND RETURNED CALLS from the ‘C’ Suite then…you really need to create a profile of the titles you’ve been making sales calls on. This exercise is easy, quick and very telling…

Get your CRM fired-up and take the following Three Steps…

STEP # 1: Print out the following chart.  CLICK HERE

Title:                                             Last 90 Days       Next 90 Days

STEP # 2: Under ‘Title’ put the actual titles of the individuals you have made sales calls on in the past 90 days.

STEP # 3: Keep this chart handy and as you use what you’ll be learning in the next 90 days in my weekly VITO Newsletters keep updating the titles…I’ve added the titles of ‘C’ Suite, President, CEO and Owner. No surprise…

Here’s my prediction:

• You’ll notice that the number of calls made to lower level titles like; Office manager, buyer, purchasing agent, engineer, IT ‘anything’, etc, etc…may stay the same of go down slightly AND your sales calls to the titles that I’ve added will soar!!!!!
• You’ll crush your quota and cash-in on the financial rewards!
• You’ll notice that your sales manager will…
• Smile when they see you coming in the office at 10:00-ish and leaving at 2:00-ish.
• Tell you it’s ok that your expense report is five weeks late
• Let you know it’s no big deal that you missed the last three sales meetings
• Drop the ‘hint’ that you’ll be getting a new a much more lucrative territory next year…

IMPORTANT NOTE:  If you wan to get on the fast-track and have me personally help you with each and every step of getting more Conversations, Appointments and Returned Calls from the ‘C’ Suite and GUARANTEE you a 300% increase then…

JOIN CLUB VITO!

It’s all about VITO’s end game.  People are motivated by accomplishments that give us pleasure or satisfaction, that’s what we call moving toward a desired results.  The motivators also move away from something we don’t want to have happen. VITOs are whole brain thinkers.  If they can easily understand how it applies to them and if it addresses something they want to move toward and something they want to move away from is what I call the balanced gain equation.

VITO Rule #4:

After selling and training for over thirty years in the Fortune 100 and consulting with more than 5,000 mid-market selling organizations over the same period, I am in a position to tell you what amounts to a closely guarded inside secret. Ready?

About 70 percent of those companies I worked with initially either had NO clearly defined selling process or had a process but didn’t follow it.

What does that have to do with VITO, you, and your sales performance this year, month, or quarter? Everything!

The big point is that everything I teach you in this VITO Newsletter will “plug and play” seamlessly with your current sales process (if you have one)—or serve as your sales process if for some reason you don’t have one.

Before we go any further, let’s define what a sales process really is:

A sales process is a series of well defined, proven, repeatable sequential steps taken over some quantifiable period of time. When these steps are followed, a completed sale takes place that puts commission dollars in your purse or pocket and delivers revenue to the top line of the company you work for.

Let me offer a few words of caution:

There is a big, big difference between your sales process and your sales forecast. An accurate sales forecast is a result of having an effective sales process…and using it.

How about you and your sales process?

• Are you actually using one?
• Do you have one that you know is workable but don’t use it?
• Are you selective about the steps you use? Deleting some and using others?

As we move forward, I’m going to challenge you to assume accountability for one single word in our agreed upon definition of your sales process. It’s the last word of the first sentence…

Time: A sales process is a series of well defined, proven, repeatable, sequential steps taken over some quantifiable period of time.

In VITO’s world (and in yours and mine), time is a precious resource. It may well be the ultimate resource. As you’ll see as we move forward with my weekly VITO Newsletter, you and I must always respect the value of that resource in our approach to VITO as far as our interactions, written correspondence, telephone, in-person meetings, and all of our follow up is concerned. It’s been my personal experience that if I respect time in my own world (which by definition includes all of my sales work), it’s a heck of a lot easier for me to understand and respect the value of time in VITO’s world. Which brings us back to where we started this week’s Newsletter:

VITO Rule 4:

Because time is so valuable,VITOs don’t treat all potential business relationships equally, and neither should you.

Your time, your organization’s resources, and your sales process must reflect your most intelligent use of time. Before you continue with your work-week I strongly suggest that you take the time to complete the following e-lesson. Doing so will:

1. Ensure that you only approach prospects that are pre-disposed to buy from you.
2. Make every step in your sales process work more effectively and efficienctly.
3. Get the most out of each Selling to VITO step you’ll be learning from this point forward