Selling to key decision-makers

Author: (USA) Pierino Translators: Luo Libin, Ma Yue/ Country: United States/
Publisher:
Publish Date: 2006-06-01
Features: The VITO (Key Decision Maker) is the person in a high position within the organization that the salesperson targets—whether it's a potential customer or a current customer—who holds the ultimate decision-making power over whether the salesperson succeeds in completing the task. This book provides salespeople with a scientific approach to help them understand the VITO, influence the VITO, and ultimately successfully close deals. The book offers many interesting and effective ideas and methods, such as: What do VITOs like to talk about? 3 rules for successfully selling to key decision-makers, and 10 steps to the VITO's office—content worth paying attention to and carefully reading.