David Mattson - Five Minutes With VITO

TABLE OF CONTENTS

Introduction: Should You Read this Book?

Sales Paradise Sales Graveyard Your destiny Personal accountability A promise 1Officer.. andEvepone Ehe Meet VlTO, the Very kpoi-tant ToThe Network of Influence and Authority Who's who in the network The four languages of sales Functions, features, advantages and benefits Self-assessmentWhy Sell to VLTO?Signature levels What VITOs "don't buy" Protection against the competition Nineteen really good reasons to sell to VITOW/'4 Hit Mnlffes?Your first eight seconds in "VITO-land" VITO's ten leadership traits VITO's ten operating values Being the best you can be What do you have in common with VITO?

Chapter 29

fides andLlrtudesVITO's "would-I-spend-any-of-my-tune-with-you" scale Equal business title vs. Equal Business Stature VITO's attitudes, techniques, and behaviors

Chapter 34

VLTO's HeadsetAdopting VITO's mindset The art of introducing new thoughts Direct questions Becoming a trusted advisor Changing VITO's thought process

Chapter 41

VLTO r Selkng (and Buying.) Pivicess Bondingand prntThe Sandler Process: an overview Bonding and Building Rapport

Chapter 45

VITO r Selkng (andBuying.) Pnxess: Up-FmntCont utsMaintaining control Creating a balanced relationship Creating an Up-Front Contract with VITO VITO's up-front communication style Unshakable confidence

Chapter 47

VITOss Selling (andBuying) Process PainProgress, growth, over-accomplishment and over-achievement How to uncover VITO's pain Problem Reason Impact Expectations vs. reality

Chapter 49

VlTO r Seling (and Buying) Process: BudgetVITO's definition of "budget" What VITO wants, VITO gets Time, resources and process investments Accelerating the VITO sales process

Chapter 51

VITOs Selling (and Buying) Process: DecisionUnderstanding VITO's business criteria VITO's decision making process Access to other players VITO's comfort factor

Chapter 53

VJTO r Selling (and Buying.) Plum- Fulfi&flentWinning VITO's commitment Understanding VITO's big picture De-cluttering the decision-making process Presentations to VITO

Chapter 55

VlTO'r Selling (and Buying) Pnxerr PortSellBuyer-seller to customer-provider transitions Decision making comfort Revisiting Second thoughts On-hold/cancel Winning VITO's unshakable loyalty. 57

Chapter 58

YourReal job DescrbtionTitle-to-title? VITO buys as VITO sells Your commonalities with VITO Thinking like VITO thinks Selling like VITO sells

Chapter 61

Some Definisiona; Some A saversGaining access to: suspects, prospects, customers, existing customers and VIP customers Pre-disposed sales opportunities Referrals Testimonials High-margin, add-on business

Chapter 68

Establishing the Consequences of NotTaleingAstionLiability in growth, revenue, cost, and compliance Quantifying "no" for products, services and solutions Changing the priorities The biggest sin in VITO's world

Chapter 76

The Balanned Gain EquationWinning VITO's business VITO's up-side and down-side thinking pattern The balanced gain equation VITO messaging for writing, telephone, in-person and voice mail messages

Chapter 82

Close-up on the Big IdeaUnderstanding VITO's goals, plans and objectives. The Big Idea that connects to your product, services or solutions Creating a Big Idea for VITO

Chapter 88

The VITO AwairicThe best ways to package and internalize the Big Idea Seven Big Idea strategies Words, phrases and structure that spark interest with VITO The VITOpedia Taking ownership of your Big Idea 99

Chapter 100

The Five EavesNew VITO prospect approaches First-class snail mail, post-cards, faxes, email, c-presentations and telephone methods with VITO The VITO Challenge Two basic ingredients of all Waves Getting what you need from the Gatekeeper Four wonderful outcomesAll Dora n in Black and iFhiteVITO correspondence The initial letter Five critical elements Headlines Tie-in paragraph Benefit bullets Ending paragraph Action PS. Five Primary Goals VITO readership Sample letters

Chapter 123

Using VITO Vim TaalLetters, post-cards, e-mail, e-presentations, faxes V TO-to-VITO mindset and methods Samples of each Wave tool

Chapter 130

Five Outonnes, EightSe(ondrMaking a great first impression with VITO Communicating with unshakable confidence What's on VITO's mind? Five big outcomes Proven or suspected value VITO's industry and pain Establishing up-front contracts Stretching beyond your comfort zone

Chapter 136

We Have LiftiGetting VITO on the telephone Three critical questions The 20/40/40 rule Two important goals VITO's name Pleasantry Your Big Idea Your Name Ending Questions VITO's Private Assistant Getting connected to VITO's Voice Mail The road map

Chapter 144

Mng the TigerThe real goal of your telephone opening statement Two tiger-riding rules The an of VITO telephone conversations VITO words and phrases to use Words and phrases to avoid VITO questions VITO `What ifs' What happens next?

Chapter 152

Wlho. Afraid of the Gcatek r?The difference between a Gatekeeper Receptionist and VITO's Private Assistant Mindsets and methods Breaking old habits Five indisputable rules of Gatekeeper Receptionist interactions Five indisputable rules of VITO private assistant interactions Words and phrases that will help you turn gatekeepers into allies

Chapter 162

Voia MailFive non-negotiable principles of voice mail messages to VITO Maintaining a sense of purpose Creating powerful, compelling voice mail messages Scripts for voice mail messages Return calls from VITOShuntAlert!Controlled shunts Uncontrolled shunts Two serious situations Linoleumville Asking the right questions Three possible results Thankyou notes Changing the course of the sales cycle Equal business stature

Chapter 182

PuttingPAllTogetherSandler principles expressed through VITO's world Leadership traits, values and insights Bonding and rapport-building Up-front contracts Pain Budget Fulfillment Post sell VITO-to-VITO sales calls Taking full responsibility

Praise For

FIVE MINUTES WITH VITO

"The Sandler Selling System has helped us transition our sales force into a multi-product, VITO-closing powerhouse, open new markets across the globe and grow revenues over 500% over the past four years. If you're looking for similar results you need to read this book."- John Clancy, President, Iron Mountain Digital"David and Tony are a great team. Profoundly simple advice and simply masterful. Read, internalize and your success will materialize."- Dr. Denis Waitley, author of The Seeds of Greatness"This book answers the first question that pops into the heads of most VITOs: `How long will this take?' Kudos to Tony and David for providing excellent answers to questions so many sales pros face on a daily basis."- Tom Hopkins, author of How to Master the Art of Selling"Wow! Here is a great book that shows you how to make more and bigger sales -- at a higher level than you may have thought possible."- Brian Tracy, author of The Psychology of Selling"Tony and David have written a winner in `Five Minutes with VITO!' The insights shared will help any sales professional close more sales faster! Don't miss this one!"- Don Hutson, co-author of the #1 New York Times bestseller, The One-minute Entrepreneur"What a great partnership: Sandler Training and VITO Selling. That's a better combo than peanut butter and chocolate! This book is very easy to read, with numerous `take-it-to-the-bank' ideas."- Dr. Tony Alessandra, author of The Platinum Rule and Charisma"Five Minutes with VITO combines the two best in the business: Sandler and VITO."- Joe Mancuso, Founder of CEO Club, www.ceoclub.org"Tony Parinello once again reinforces his claim as one of the top sales experts in the world with Five Minutes with VITO. These pages contain your road map to `Sales Paradise'-- just follow the trail."- Warren Greshes, author of The Best Damn Sales Book Ever"This is the definitive book on how to flip the `switch' in the decision maker's mind that you previously thought unflippable."- Pete Montoya, author of The Brand Called YouNext page