Success Leaves Clues
One of the best tactics that I’ve learned over the years about giving a presentation to VITO (as opposed to anyone else on the face of the earth) is that you should put the slide you would normally...
View ArticleWasting Away Again in Linoleumville
You know how I knew? Because years ago, while I was a young(er) salesperson working for Hewlett-Packard, I used to start my sales cycle in Linoleumville—just like a ton of salespeople do right now. I...
View ArticleYour Email To VITO
Looking for a sure-fire way to get your emails open and read? Forget the catchy topics in your subject line and don’t put your product names and numbers and forget the long list of nonsensical...
View ArticleQualifying VITO
Want a really cool and fast way to totally qualify a VITO – Very Important Top Officer? You can use what I call a two-part qualifying question. The reason this tactic works so well is that it answers...
View ArticleConsequence Selling
What motivates you? Experts say that motivation comes from one or two sources either our desire to achieve a goal or our desire to avoid pain. Well, guess what VITOs are no different. Have you ever...
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Your Terms & Conditions
What do you and VITO have in common? You’ve heard me say time and time again that 85% of VITOs in America were once salespeople just like you and me. They made cold calls and gave presentations. I had...
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Eliminate This Question
Don’t ever ask a VITO this ridiculous question: Who besides yourself will be making this decision? Take that one and totally eliminate it from your open-ended question repertoire! VITO is the ultimate...
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Your Voicemail Message
Hold on I’ll put you through to VITO’s voicemail… Getting ready to call VITO? Concerned about getting dumped into voicemail jail? No sweat! Your first voicemail message to VITO could be your opening...
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Eight Short Seconds
It doesn’t make much of a difference if you’re sending a written correspondence, talking to VITO on the phone, in person or leaving a voicemail message you’ve got just 8 short seconds to get your...
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Saying Too Much
Avoid this deadly sin! Salespeople talk too much. Listen twice as much as you talk. That’s why you’ve got two ears and only one mouth. The reason I’m saying that salespeople talk too much is that...
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