Getting to VITO (The Very Important Top Officer)
-15%
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Getting to VITO (The Very Important Top Officer)
10 Steps to VITO's Office
Parinello, Anthony
John Wiley & Sons Inc
02/2005
272
Mole
Inglês
9780471675198
15 a 20 dias
392
Descrição não disponível.
Acknowledgments ix
Preface xi
Don't Skip This Part 1
Part One VITO Selling: The New Generation 3
Chapter 1 Setting the Stage 5
Chapter 2 Results and the Process That Drives Them 15
Chapter 3 Value versus Values 25
Chapter 4 Your Personal Value 33
Chapter 5 Will the Real VITO Please Stand Up? 43
Chapter 6 VITO's VITO 49
Chapter 7 What You and VITO Already Have in Common 57
Chapter 8 What You and VITO Could Have in Common 61
Chapter 9 What's on VITO's Mind? 71
Chapter 10 Prioritize, Prioritize, Prioritize 77
Part Two Making Contact 87
Chapter 11 Previews of Coming Attractions 89
Chapter 12 The VITO Referral 97
Chapter 13 The Nine VITO Correspondence Elements 117
Chapter 14 The Fab Five 131
Chapter 15 Wave Goodbye to Seemore 151
Part Three Best Practices 169
Chapter 16 The Voice of Power 171
Chapter 17 Six Goals for the Big Phone Call 179
Chapter 18 The VITO "Elevator Pitch" 189
Chapter 19 Allies at the Gate 201
Chapter 20 The Art of the Voice Mail Message 211
Chapter 21 Ten Steps to VITO's Office 219
Appendix A Template of Ideal Prospects 229
Appendix B Meet Your Coach 237
Appendix C The Greatest Timesaving Tool in the Free World 245
Index 255
Preface xi
Don't Skip This Part 1
Part One VITO Selling: The New Generation 3
Chapter 1 Setting the Stage 5
Chapter 2 Results and the Process That Drives Them 15
Chapter 3 Value versus Values 25
Chapter 4 Your Personal Value 33
Chapter 5 Will the Real VITO Please Stand Up? 43
Chapter 6 VITO's VITO 49
Chapter 7 What You and VITO Already Have in Common 57
Chapter 8 What You and VITO Could Have in Common 61
Chapter 9 What's on VITO's Mind? 71
Chapter 10 Prioritize, Prioritize, Prioritize 77
Part Two Making Contact 87
Chapter 11 Previews of Coming Attractions 89
Chapter 12 The VITO Referral 97
Chapter 13 The Nine VITO Correspondence Elements 117
Chapter 14 The Fab Five 131
Chapter 15 Wave Goodbye to Seemore 151
Part Three Best Practices 169
Chapter 16 The Voice of Power 171
Chapter 17 Six Goals for the Big Phone Call 179
Chapter 18 The VITO "Elevator Pitch" 189
Chapter 19 Allies at the Gate 201
Chapter 20 The Art of the Voice Mail Message 211
Chapter 21 Ten Steps to VITO's Office 219
Appendix A Template of Ideal Prospects 229
Appendix B Meet Your Coach 237
Appendix C The Greatest Timesaving Tool in the Free World 245
Index 255
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selling; bestseller; vito returns; step; attention; author; plan; sales today; however; possible; twice; vito; book; muchby; faster; way; theory; subscribe; important; door; part; decision maker; parinello; tony; nobody; better; aspect
Acknowledgments ix
Preface xi
Don't Skip This Part 1
Part One VITO Selling: The New Generation 3
Chapter 1 Setting the Stage 5
Chapter 2 Results and the Process That Drives Them 15
Chapter 3 Value versus Values 25
Chapter 4 Your Personal Value 33
Chapter 5 Will the Real VITO Please Stand Up? 43
Chapter 6 VITO's VITO 49
Chapter 7 What You and VITO Already Have in Common 57
Chapter 8 What You and VITO Could Have in Common 61
Chapter 9 What's on VITO's Mind? 71
Chapter 10 Prioritize, Prioritize, Prioritize 77
Part Two Making Contact 87
Chapter 11 Previews of Coming Attractions 89
Chapter 12 The VITO Referral 97
Chapter 13 The Nine VITO Correspondence Elements 117
Chapter 14 The Fab Five 131
Chapter 15 Wave Goodbye to Seemore 151
Part Three Best Practices 169
Chapter 16 The Voice of Power 171
Chapter 17 Six Goals for the Big Phone Call 179
Chapter 18 The VITO "Elevator Pitch" 189
Chapter 19 Allies at the Gate 201
Chapter 20 The Art of the Voice Mail Message 211
Chapter 21 Ten Steps to VITO's Office 219
Appendix A Template of Ideal Prospects 229
Appendix B Meet Your Coach 237
Appendix C The Greatest Timesaving Tool in the Free World 245
Index 255
Preface xi
Don't Skip This Part 1
Part One VITO Selling: The New Generation 3
Chapter 1 Setting the Stage 5
Chapter 2 Results and the Process That Drives Them 15
Chapter 3 Value versus Values 25
Chapter 4 Your Personal Value 33
Chapter 5 Will the Real VITO Please Stand Up? 43
Chapter 6 VITO's VITO 49
Chapter 7 What You and VITO Already Have in Common 57
Chapter 8 What You and VITO Could Have in Common 61
Chapter 9 What's on VITO's Mind? 71
Chapter 10 Prioritize, Prioritize, Prioritize 77
Part Two Making Contact 87
Chapter 11 Previews of Coming Attractions 89
Chapter 12 The VITO Referral 97
Chapter 13 The Nine VITO Correspondence Elements 117
Chapter 14 The Fab Five 131
Chapter 15 Wave Goodbye to Seemore 151
Part Three Best Practices 169
Chapter 16 The Voice of Power 171
Chapter 17 Six Goals for the Big Phone Call 179
Chapter 18 The VITO "Elevator Pitch" 189
Chapter 19 Allies at the Gate 201
Chapter 20 The Art of the Voice Mail Message 211
Chapter 21 Ten Steps to VITO's Office 219
Appendix A Template of Ideal Prospects 229
Appendix B Meet Your Coach 237
Appendix C The Greatest Timesaving Tool in the Free World 245
Index 255
Este título pertence ao(s) assunto(s) indicados(s). Para ver outros títulos clique no assunto desejado.
