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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.

Jan 10, 2022

GIST - VITOs have big egos, power, control, and authority.  It's very important to them. They are brief, direct, and to the point.  They are competitive and self-assured, keen and knowledgable in the field they are operating in.  They are inquisitive.  They are competitive which means they love to win and hate to...


Mar 16, 2021

Critical collaboration tools every salesperson needs to effectively communicate with prospects, customers, and team members.

Tony Parinello, author and creator of Selling to VITO interviewed Michael Gelb and connects his book to the Selling to VITO process.  Tune in to hear more. 


Oct 19, 2020

Don't panic!!!!!! If you're ever falling behind quota listen to the advice of Business Coach Steve Dailey!

For most companies quota is a number that is arrived at by looking into a person's capabilities.  It's information, not a threat.  It's what a company wants you to do.

What you want to do is, take control...


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...


Sep 29, 2020

Harness the Power


Please let me introduce to you a very helpful organizational and structural ‘org-chart’ of sorts.

It will apply to virtually all enterprises that you sell to and have as current customers and, if you understand it and use that understanding in your sales work, you will; accelerate your sales...