Getting to VITO (The Very Important Top Officer): 10 Steps to VITO's Office

Preface.

Don’t Skip This Part.

PART ONE: VITO Selling: The New Generation.

Chapter 1: Setting the Stage.

Chapter 2: Results and the Process That Drives Them.

Chapter 3: Value versus Values.

Chapter 4: Your Personal Value.

Chapter 5: Will the Real VITO Please Stand Up?

Chapter 6: VITO’s VITO.

Chapter 7: What You and VITO Already Have in Common.

Chapter 8: What You and VITO Could Have in Common.

Chapter 9: What’s on VITO’s Mind?

Chapter 10L Prioritize, Prioritize, Prioritize.

PART TWO: Making Contact.

Chapter 11: Previews of Coming Attractions.

Chapter 12: The VITO Referral.

Chapter 13: The Nine VITO Correspondence Elements.

Chapter 14: The Fab Five.

Chapter 15: Wave Goodbye to Seemore.

PART THREE: Best Practices.

Chapter 16: The Voice of Power.

Chapter 17: Six Goals for the Big Phone Call.

Chapter 18: The VITO “Elevator Pitch”.

Chapter 19: Allies at the Gate.

Chapter 20: The Art of the Voice Mail Message.

Chapter 21: Ten Steps to VITO’s Office.

Appendix A: Template of Ideal Prospects.

Appendix B: Meet Your Coach.

Appendix C: The Greatest Timesaving Tool in the Free World.

Index.