Rating: 
Summary: A must read for anyone in sales
Review: I first read Selling to Vito more than 5 years ago as a sales manager and sales trainer in telecommunications and found it incredibly valuable. The owner today of a sales training company myself, I recently revisited the book as a brushup. It's amazing how many of the skills Tony taught me way back wehn I still use. From VITO to understanding the power of the "Seymours," those who recommend, his strategies and tips from verbage to letter writing produce dollars in any salesperson's pocket. 5 Stars all the way!
Rating:
Summary: Very Pleased
Review: I found this book to be the most practical and realistic approach to calling, qualifying and building relationships with senior executives.
Rating: 
Summary: Must be culturally adaptable
Review: I have found this book excellent in gaining access to the right person - however M. Bosworth's "solution selling" is a beeter guide to the whole process. I have also found the book to be very "American" and have had to adapt (tone down) some of the tactics for Australian use.
Rating:
Summary: Must be culturally adaptable
Review: I have found this book excellent in gaining access to the right person - however M. Bosworth's "solution selling" is a better guide to the whole process. However, VITO gets you off to a strong start. I have also found the book to be very "American" and have had to adapt (tone down) some of the tactics for Australian use.
Rating:
Summary: An Enjoyable Read Packed with Great Information!
Review: I love books filled with useful ideas, and this title packs enough great ideas to fill three suitcases. I'm in real estate and it helped emphasize to me, an average salesperson, the importance of viewing myself as my clients' problem-solver and business associate. Just realizing that VITO's like to relate to people of equal business stature may help me list more commercial properties.
Rating:
Summary: One of the Most Important Books to be Written on Selling
Review: I picked up Tony's book 6 years ago ... it's made me a TON of money. To be sure, it delivers on its promise to help you get in front of VITOs ... but I've adapted his approaches to be used as a silver bullet throughout organizations ... and throughout sales cycles. It's NOT for the squeamish. And the earlier reviewer is absolutely correct in that you need to (as best you can) determine what kind of ROI your past customers have gotten from your solution. However, I can tell you from experience, that a quantified ROI figure is NOT always necessary to get VITO's attention. My company produces company meetings -- such services have a more QUALITATIVE ROI. However, when I call up a VITO and tell him/her, "I just produced a national sales meeting for your biggest competitor -- and we had the entire place cheering and high fiving -- their CEO told me it was the most exciting meeting in the history of their company", THAT accomplishes the same thing. Good selling, all ...
Rating:
Summary: A New Addition to My Top Three Sales Books
Review: I read lots of books on selling. I've read some great books by people who've never sold anything and lousy books by great salesmen, but this is the first great book I've read by a great salesman. Selling to VITO is the first sales book that I need to carry with me to use for reference. Most sales books provide lots of theoretical knowledge that the reader can HOPEFULLY apply to real selling situations. Parinello delivers a book with REAL things to say and things to write. He tells you what to do and what order to do it in. In order to apply the material in this book, you will need to understand how to translate his examples into your selling situation. Tony helps you with this by giving you a mental process to work through the translation.
There's no fluff here. If you are serious about corporate sales, don't miss this book. It won't be easy to follow the instructions within, but if you do, the results will be profitable.
Rating:
Summary: A Sales Classic (an author's perspective)
Review: I read Selling to VITO when it first came out. And then I read it again. There is no single sales book perfect for everyone, but the simple truths Tony relates to his readers apply whenever you have to plan a call on a high-level executive. I can't wait to read Tony's new book. Dave Stein, author of How Winners Sell.
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Summary: TOP SALES STYLE
Review: I read Selling to VITO. It is the best book I have read as a 25 year experienced sales person and sales manager. The recommendations WORK. I was a top sales performer for our company using VITO as my guide. All people in our team who read Vito ended there year at least 300% of plan. For anyone that trully wants to over achieve and view sales as a profession this is a MUST read. I read the entire book in one day. Could not put it down. The approach works for small companies and big. I work for a $80B Technology company and I find that Parinello's advice is applicable for both big companies and small.
Rating:
Summary: Big impact
Review: I used the material in this book to revamp my sales approach and have had tremendous results. I have found the ideas and strategies on how to get the top executives attention to be invaluable. At my current pace, I should top my quota in the first 9 months. Wish I had known this stuff years ago.
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