1 hr 22 min
Selling to Decision Makers with Tony Parinello Revenue Builders
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- Entrepreneurship
In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to best-selling sales author and corporate sales trainer Tony Parinello about chronic mistakes sellers make. This includes prospecting too low in an organization, ineffective messaging, not speaking the right language, and more. Tune in to discover why you really only want to sell to VITO (Very Important Top Officer), the questions you need to ask, and how you should act in front of them to gain their trust and ultimately, the deal.
Additional Resources:
Connect with Tony on LinkedIn: https://www.linkedin.com/in/sellingtovito/
Check out Tony’s best-selling book, Selling To VITO (The Very Important Top Officer): https://www.amazon.com/Selling-VITO-Very-Important-Officer/dp/1580622240
VIsit Tony’s website: https://vitocorporatesalestraining.com/
Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast
HIGHLIGHTS
Why do you want to sell to VITO?
Sellers need to let it go or move it forward
What to ask and what not to ask a VITO
Don't start a meeting with a personal ice-breaker
Speak in the right language: VITO's language
Don't be afraid to set personal expectations and a timeframe
How people sell matters just as much as what they sell
Question stuff that you hear, take notes, be interested not interesting
Tony's rules for presenting to a VITO: say it in 3 slides
QUOTES
Why salespeople waste their time talking to people with no real decision-making power, says Tony: "Most sales leadership is based on activity. Get more appointments. Get more presentations. Get more demos. Put more quotes out there. Salespeople naturally, like many of us, they take the path of least resistance."
Why you should only talk about benefits and advantages to a VITO: "You're gonna be sent to the person you sound the most like. Facts, features and functions: you drop one of them, one silly acronym or product name or number or buzzword, you're done. "
Tony on earning the right to sell: You sell yourself first, then you sell your company. And guess why: VITOs don't really care who you work for until they understand what you can do for them. "
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
In this episode of the Revenue Builders podcast, our hosts John McMahon and John Kaplan talk to best-selling sales author and corporate sales trainer Tony Parinello about chronic mistakes sellers make. This includes prospecting too low in an organization, ineffective messaging, not speaking the right language, and more. Tune in to discover why you really only want to sell to VITO (Very Important Top Officer), the questions you need to ask, and how you should act in front of them to gain their trust and ultimately, the deal.
Additional Resources:
Connect with Tony on LinkedIn: https://www.linkedin.com/in/sellingtovito/
Check out Tony’s best-selling book, Selling To VITO (The Very Important Top Officer): https://www.amazon.com/Selling-VITO-Very-Important-Officer/dp/1580622240
VIsit Tony’s website: https://vitocorporatesalestraining.com/
Listen to More Revenue Builders: https://www.forcemanagement.com/revenue-builders-podcast
HIGHLIGHTS
Why do you want to sell to VITO?
Sellers need to let it go or move it forward
What to ask and what not to ask a VITO
Don't start a meeting with a personal ice-breaker
Speak in the right language: VITO's language
Don't be afraid to set personal expectations and a timeframe
How people sell matters just as much as what they sell
Question stuff that you hear, take notes, be interested not interesting
Tony's rules for presenting to a VITO: say it in 3 slides
QUOTES
Why salespeople waste their time talking to people with no real decision-making power, says Tony: "Most sales leadership is based on activity. Get more appointments. Get more presentations. Get more demos. Put more quotes out there. Salespeople naturally, like many of us, they take the path of least resistance."
Why you should only talk about benefits and advantages to a VITO: "You're gonna be sent to the person you sound the most like. Facts, features and functions: you drop one of them, one silly acronym or product name or number or buzzword, you're done. "
Tony on earning the right to sell: You sell yourself first, then you sell your company. And guess why: VITOs don't really care who you work for until they understand what you can do for them. "
Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
1 hr 22 min