 Getting to VITO (The Very Important Top Officer): 10 Steps to VITO's Office
ISBN: 978-0-471-67519-8
Paperback
272 pages
January 2005
US $18.95
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Preface.
Don’t Skip This Part.
PART ONE: VITO Selling: The New Generation.
Chapter 1: Setting the Stage.
Chapter 2: Results and the Process That Drives Them.
Chapter 3: Value versus Values.
Chapter 4: Your Personal Value.
Chapter 5: Will the Real VITO Please Stand Up?
Chapter 6: VITO’s VITO.
Chapter 7: What You and VITO Already Have in Common.
Chapter 8: What You and VITO Could Have in Common.
Chapter 9: What’s on VITO’s Mind?
Chapter 10L Prioritize, Prioritize, Prioritize.
PART TWO: Making Contact.
Chapter 11: Previews of Coming Attractions.
Chapter 12: The VITO Referral.
Chapter 13: The Nine VITO Correspondence Elements.
Chapter 14: The Fab Five.
Chapter 15: Wave Goodbye to Seemore.
PART THREE: Best Practices.
Chapter 16: The Voice of Power.
Chapter 17: Six Goals for the Big Phone Call.
Chapter 18: The VITO “Elevator Pitch”.
Chapter 19: Allies at the Gate.
Chapter 20: The Art of the Voice Mail Message.
Chapter 21: Ten Steps to VITO’s Office.
Appendix A: Template of Ideal Prospects.
Appendix B: Meet Your Coach.
Appendix C: The Greatest Timesaving Tool in the Free World.
Index.
