Rating: 
Summary: Disappointing!
Review: Selling To Vito:... At best, is for the beginner salesperson. The book recommends structured methods and selling procedures. Parinello positions the prospects (VITO) with limited capacities to relate to salespeople and their reactions to sales situations. In todays selling environment, if your trying to obtain sales appointments with letters as this book advises, you'll be missing your sales quota and spending too much time at the post office!
Rating: 
Summary: AMAZING!
Review: Sent out 5 VITO letters- received 4 appointments. The principles work!
Rating: 
Summary: Good book if you have a big territory
Review: Some handy techniques if you have a large prospect territory and barrage it with the letter writing. As a major account rep for a high-tech company, I only have a few accounts, so was not as useful as if I had hundreds of prospects. Still, he has some good ideas I can use.
Rating:
Summary: From dreaming to acting
Review: The ideas suggested in the book is so innovative that I can't believe it if it is not the author's real experience. It is almost impossible for us to reach the top officer directly, but indeed, it is possible. With the techniques that highlighted in the book, you can shorten your sales cycle and make everything more efficient. I do believe that is possible because you are doing business with the VITO but not just selling. You have to be able to show that you know what is needed and you have the ultimate solution.
The author has pointed out some critical elements in writting our letters and making phone calls to VITO. He also suggested how to turn the gatekeeper to your sales faciliator, which I found them very practical. Besides, the author mentioned many useful hints when you are doing business with VITO.
If you can sell to VITO, you can bring not only success to your career, but also personal satisfaction. This book is going to be your coach that will make it happens!
Rating: 
Summary: Tactical Selling tips for aggressive sales people
Review: The other reviews hint at this, but I have got to tell you directly that this book is not for everyone. I found it difficult to read for long stretches at a time. Mr. Parinello has many aggressive tactics to contact C-Level executives that he supports with his personal successes in using them to obtain precious VITO time.I agree with one of the other reviewers in that he wrote that the process would not be easy to follow. After reading the book I felt I had not learned a process for selling to executives, but I did have 22 dog eared pages marking techniques and stories, for and about calling on executives. If I spent another 3 hours piecing it together, I think I would have my own Parinello based process for selling to executives. If you are desperate/assertive enough to actually do the tactics that worked for Mr. Parinello I bet you will get to a VITO, but then what? Make sure that you read and reread from Chapter 15 on before making the VITO appointment. If your organization refers to sales people as trained killers, then this books for you.
Rating:
Summary: A must-read for any sales professional, rookie & vet alike!
Review: This book is magnificent. The techniques are real-world and are backed up with specific examples. The author spends time teaching, not talking about himself. This book would benefit any sales professional at any point in his or her career. Read it and turbo charge your career and earning power.
Rating:
Summary: Great book for opening doors
Review: This book not only talks about ways in which to get to the decision makers you need to sell to, but gives you the exact letter writing and phone calling skills to do so. My personal experience so far has shown it's ideas to work. Out of 13 top targets for my territory, I received a 31% success rate in getting the attention of the VITO, and starting the sales process where 0% communication existed before. The book really works.
Rating:
Summary: Break away from the canned letter approach
Review: This is a useful guide for sales professionals. Many sales managers and companies will have some sort of letter library. The problem is that most of these letters were written by marketing people, and they do not understand what motivates many top executives into buying your product. They are so canned, and 99% of them will be filed in the circular file under "G." Most executives could care less about all the bells and whistles your product has. They care about how your product or service will add to their bottom line.If you can follow Tony Parinello's line of reasoning, you will succeed in landing corporate sales. This is not something you can pick up overnight. Selling to Vito is an excellent component to a salesman's library.
Rating:
Summary: Break away from the canned letter approach
Review: This is a useful guide for sales professionals. Many sales managers and companies will have some sort of letter library. The problem is that most of these letters were written by marketing people, and they do not understand what motivates many top executives into buying your product. They are so canned, and 99% of them will be filed in the circular file under "G." Most executives could care less about all the bells and whistles your product has. They care about how your product or service will add to their bottom line. If you can follow Tony Parinello's line of reasoning, you will succeed in landing corporate sales. This is not something you can pick up overnight. Selling to Vito is an excellent component to a salesman's library.
Rating:
Summary: A Must have for selling to "C" level executives
Review: This is an excellent "how to manual" for selling to "C" level executives. I must have for your personal improvement library.
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