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...
Sep 22, 2020
Speaking the same way with any 'C' Suite Executive is a sure-fire recipe for disaster. In fact, I have proven over the past thirty years that there is indeed the need to speak four very different languages. With this concept and you'll be well on your way to living in a place that I call Sales Heaven!
Mar 16, 2020
There's one single, burning question, “What, exactly, do you want me to say to VITO?”
One of the rules of selling is that selling to VITO is a contact sport. The Selling to VITO system emphasizes direct, voice-to-voice, person-to-person contact with VITO. So, naturally, you’re looking for one thing and one thing...
Mar 2, 2020
Your Ending Question will invite VITO to take the next step and explore your ideas further, or you could ask about VITO’s specific business interests.
Do not ask for an appointment.
Do not ask for a purchasing decision.
Do not ask an obvious question in an attempt to...