VITO is the Very Important Top Officer, the person with the ultimate veto power. VITOs control every decision that's made in every enterprise in your sales territory. If you want to sell and live large, you must get to VITO - and launch the proven Sandler Selling System that will turn VITO into one of your business partners forever.This book will teach you to use the Sandler Selling System in all of your interactions with VITO including: - How to land an appointment, bond and build rapport with VITO - How to establish up-front contracts with VITO - How to create allies in VITO's ranks and file, including their Gatekeepers - How to leave voicemail messages that get call-backs from VITOs - How to make powerful presentations to VITO - How to control your sales process and influence VITOs buying process - How to compress your sales cycle and increase your average deal size Sandler Training and VITO selling have combined over 80 years of sales know-how, 1200 hours of audio and video programs, 5000 pages of training materials, and direct experience in training over 15 million salespeople and distilled it into one concise, powerful selling resource. Five Minutes with VITO is the definitive guide for salespeople who want to start where they belong—at the top. Read Less