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Welcome to VITO Selling!  Tony Parinello here, your guide, to reaching Presidents, CEOs, Owners and 'C' Suite Executives.   You CAN sell to VITO (those important titles previously mentioned) and you CAN cut your sales cycle in half by doing so.  You just need to the right words to say, quesitons to ask, and the people in VITO's organization to align yourself with. 

You can find me at www.VITOsalestraining.com in VITO University. It's there that we can work together 1-on-1 to tailor YOUR VITO speak.

Oct 5, 2020

Every organization has a decision support system. It may not be formally defined, but a decision support system undoubtedly exists. Of course, VITO sits at the very top of the organization. VITO has the ultimate veto power over absolutely everything that takes place in the organization. However, what I want to draw your attention to now are the residents of Linoleumville, those employees who sit pretty close to the bottom of the decision support system. These people, as you know, are called “Seemore”.

Seemore can be male or female. Seemore could have titles like Data Center Manager, Head IT Supervisor, Programmer, Research Analyst, Engineer, Buyer, Purchasing Agent, Head Accountant, or Programmer. Get the picture? These folks are not decision-makers. They are part of a decision support system. "Seemores" in their various capacities, are scientists, analysts, troubleshooters, and technical gurus. As good as they are at what they do, and as important as they are within the organization, they tend to drive us salespeople nuts! Why? Because they always want to see more. Hence the name Seemore.

 

Seemore wants to see more presentations, more analysis, more data. Seemore wants more site visits, more demos, and more freebies. Seemore wants more boxes of donuts with the little sprinkly things on top. Whatever it is you can bring to the table, Seemore wants more of it.

 

>> In fact, it’s pretty much Seemore’s job to get you to bring more of it to the table. I’d even go as far as to say that it’s their mission in the decision support system. <<

 

What Seemore doesn’t generally do (at least not without extreme levels of difficulty) is make independent decisions at work about purchases or anything else. In their capacity as subject-matter experts, Seemore’s day-to-day job functions often include investigations of the different initiatives that need to take place in order to have successful outputs of whatever VITO, Inc. outputs. They find flaws. They identify trouble spots. They alert people who do make decisions (like Decision Makers) to potential inconsistencies.

 

Whenever you read the word “Seemore” or hear me say the word “Seemore”, I want you to think of the person in the decision support system who…

 


Always Loves To

 

> Discuss the details, functions, and feature set of what you sell


> Enjoys auditing and correcting the design of what you sell


> Has “better” ideas or improvements that could be made to what you sell


> Asks questions that require you to do some (or a lot of) research to answer


> Wants free stuff from you


> Tells you not to contact anyone else in the organization


> Tells you that he or she has the last word in the decision-making process

A Side Note: Have you ever noticed that VITOs rarely make this claim? Even though it’s absolutely true in their case? Seemores, on the other hand, make a habit of telling salespeople how important they are and how impossible it is for the project to move forward without their personal approval.

 

Seemore Never:

  • Returns your calls in a timely manner after the first interaction you have with them
  • Has anything really good to say about what you sell
  • Tells you what’s really going on in their world
  • Tells you how much money is in the budget
  • Tells you who else they are looking at
  • Introduces you to anyone else
  • Makes a decision on his or her own authority

 

Join VITO University at www.vitosalestraining.com to do the VITO dance.