Rating: 
Summary: Being Successful
Review: After reading this book, I had mixed emotions about the tactics discussed. I started to use them slowly, and after seeing results immediately, I started to use them more. A must for anyone in the sales field who would like to open more doors!
Rating:
Summary: Highly Recommended!
Review: Are your sales in a slump? Chances are you're selling to the wrong people. In this A-to-Z primer, Anthony Parinello explains how to get your foot in the executive suite. To be successful in sales, he says, go right to the top. Although well organized, the content at times reads like a stream-of-consciousness speech. Many of the "secrets" Parinello reveals are plain common sense - it's hard to believe that anybody in sales wouldn't know them. His advice about using the Web for research is dated (when was the last time anybody used the term "information superhighway"?), but the principles he outlines are timeless and make this a great read which we recommend to performance-oriented sales people and sales managers. Overall, this inspirational, motivational account should fire up sales people and help them see the forest, not just the trees.
Rating: 
Summary: Should be called 100 Cheesy cold call techniques
Review: As other readers have indicated, this book is cheesey. And the techniques are fundatmentally flawed. The book is so poorly written as to be almost laughable. For many if not most of you, VITO doesn't want to hear what you have to say, and he's not the guy making the decision. Parinello is just plain wrong. He has a few valid points, but they're so interspersed with garbage that it's hard to cull them out. You won't be worse off for reading this book, other than the time you've lost. You'll pick up a few important sales concepts. But how are you going to know which ones they are? Finally, I'll say the author is somewhat bold in his claims. Like one of his claims to write back to every piece of correspondance he receives. I'm still waiting, Tony, 6 months later!
Rating:
Summary: Do reports - get a businesspartner for life!
Review: Basically I totally agree on Mr. Parinello's method of selling the bottomline to the CEO and I got some exciting ideas that will most certainly boost our sales. The real value for me was the idea of reporting that same bottomline success every quarter to the CEO. Doing that will allow our business to do three things:
1. Have a business-partner for life.
2. See any problem before the competition and our customer.
3. Get new clients through him.
(4). Get a Ferrari Marinello:-)
Rating: 
Summary: Cheesy Tips for Cheesy Execs.
Review: Being agressive is always good in most aspects of one's life but in entering a vital relationship with a senior executive there is often more at stake than a slick line and "yes I'll fix your problem attitude." Most executives today are not the 1940s sterotypes that Parinello describes. Most executives are highly educated and sophisticated and respond to similar traits in sales people. The problem is that most sales people who try to sell to VITO are not highly educated or are not able to tweak the VITO's hot spots. More often the cheesy lines that sales people learn and use (some contained in this book) achieve exactly the opposite of what one wants -- VITO gets turned off. If one persists in this line one comes off as a used car salesman -- what one Australian reviewer called an "American" approach. I do not believe that even Americans are that immune to critical thinking and so happy-clappy that they can eat up all Parinello uncritically. Parinello is unfortunately sophisticated neither in his writing technique nor his organisation. The writing is cheesy and reminds one of a vanity press at times. There is numerous repetition and really cliche stories to while away your hours. Parinello sells this book as a guide, but the organisation is so disjointed that it really cannot be said to be a "guide" as such. Having said all of the above, Parinello does hit many of the vital points, handling gatekeepers etc. and these hard questions are what real intelligent sales professionals ask themselves. But the problem really is in Parinello's peurile and 1950s approach to solving these problems -- the answers are the problem, the questions are good. Vito is motivated to talk with people who can solve his/ her problems, that much is true. But they are interested in straight talking, honest and aware sales people as well. Not ones so focused on the sale that they betray their lack of sophistication. VITO knows that his problems are too important to entrust to used car sales people.
Rating:
Summary: Fabulous Stuff
Review: Dear Anthony, Just read you book for the third time. Fabulous Stuff! Gave 15 to my top customers who are in the professional services business (large law firms, accounting, advertising, insurance, etc.). We are all adopting your approach. Would love to have you at our next Roundtable in April.God Bless and keep up the great work. Kindest Personal Regards
Rating:
Summary: Selling to VITO
Review: Every sales professional needs to read this book. Very practical and realistic approach to reaching the real decision maker. I have used these principals and have seen my clients sales double and even triple within the first year of implementing these strategies.
John A. Thomas, CSP, CTS
CEO
The Thomas Consulting Group
www.thomasconsultinggroup.net
Rating:
Summary: Effective
Review: Every time I tried the VITO approach, it worked. It was scary, but it worked. I was also pleased to find that everything in Selling to VITO was 100% consistent with High Probability Selling. by Jacques Werth.
Rating:
Summary: Kicking in the front door to higher sales
Review: Everyone talks about how to sell to the customer once your in the door and have an established relationship with the account. Anyone who's gone through Solution Selling, SPIN, etc., understands the need to listen to the customer and direct him/her to your solution. The unanswered question remains - how do you get in front of the right person to begin with. What if you've never called on the account before and have no relationship. Selling to VITO will give you a workable blueprint for effectively getting to the right person. I've tried it and I like the structured approach. It also offers great advise on how to avoid spending much time with SEMORE, the guy who will suck up your time with never ending requests for information but unable to actually buy your product. While your "hit" rate will depend on how closely aligned your product is to who you think VITO is in your suspect organization, with "Selling to Vito" you will be better armed to get in the door and stay there. - SM
Rating:
Summary: I have tried it, This unique approach works!
Review: I am the president of a company with 100 employees. As a small to mid-size company, we are always looking for ways in which to grow. I believe in the selling to VITO approach not only because it is the common sense approach that works on me, but I have found that selling to "Seymours" only gives us a small percentage close rate with our customers. Going to VITO first, saves us time, energy, and results in a larger, faster close. Knowing VITO's well, they are much easier to approach than one would think. They can usually be sold easier than the Seymour who thinks that his/her job is to be the all time "Devils Advocate" seeking features not bennifits. Please read this book, It will make great sense to you.
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