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The Sales Whisperer® blog is a compilation of podcasts—The Sales Podcast and The CRM Sushi Podcast—How-To articles and videos, inspirational posts, a little humor, and a whole lot of common sense. Subscribe here to have Wes Schaeffer's musings sent to your inbox for free from time to time. It's the best way to keep your sanity in this world of flash, gimmicks, and goo-roos.

Anthony Parinello Shows You How To Reach The C-Suite To Sell More

Posted by Wes Schaeffer | April 07

About Today's Guest

Tony Parinello created his own brand of sales training called Selling to VITO™, the Very Important Top Officer™, the Very Important Top Officer, in 1995. Today, Tony is trusted by the majority of Fortune 1,000 and over 2.5 million sales people in more than 30 countries to help them create bigger deals in less time.

Tony is a Wall Street Journal bestselling author and created Selling Across America, the first and only radio and Internet talk show dedicated to salespeople and the art of selling. He has been the marketing and sales expert on Entrepreneur.com, a website that is visited by more than 6 million unique visitors each and every month.

Learn The New A.B.C.s of Selling

Tony wrote nine powerful, practical, and tactical books on the topic of selling:


Anthony Parinello and The Sales Whisperer® in SoCal around 2010

Sales Success Secrets

  • Snag the “intentional area” of the executive’s brain to get them to say yes.

Rubber-Meets-The-Road Tip

  • Person-to-person contact is where it has always been and always will be.
  • Be real and responsive and authentic.
  • We have to give to get. That’s why so many things are free online today.
  • If you have an idea and can articulate it you can reach anyone today.
  • Send a hand-written fax and a hand-written letter.
  • Send a letter then an hour before the call fax them the exact letter then call.
  • We need to actively listen.
  • Respond to the words and emotions.
  • They’ll listen to you once they trust you.
  • Never leave the same voicemail twice.
  • Cold calling still works. It’s amazing to call into the C-Level. About 25% of the time VITO picks up the phone. Either way, one of three things will happen:
    1. VITO answers
    2. His assistant answers
    3. Voicemail
  • Avoid the “F” word - facts, features or figures. “Yap Yap.” They’ll toast you or shunt you to the person you sound like.
  • It's all about revenues, efficiencies & effectiveness, contain cost, be more compliant.
  • You want the response of “tell me more.”

Get Tony's Books

Links Mentioned

If you liked this episode, please let Tony and me know on Twitter.

Tools To Thrive

Subscribe to The Sales Podcast

Share your appreciation for this episode by letting my guest and me know on Twitter.

Thank you for checking out this session of The Sales Whisperer® podcast. If you haven’t done so already, I would love if you left a quick rating and review of the podcast on iTunes by clicking on the link below! It would be extremely helpful for the show!

If you need more help growing your sales, check out the following resources scattered around this site and a few others I operate, such as:

Now go sell something.

Topics: Selling To VITO, Anthony Parinello, The Sales Podcast, Tony Parinello, Podcast, Professional Selling

Written by Wes Schaeffer

The Reassuringly Expensive, Ruthlessly Pragmatic pig-headed entrepreneur dedicated to discovering proven, transferable, effective tools for creating inbound sales so he can help you automate, integrate, and dominate your niche.

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Welcome to The Sales Whisperer®

Wes Schaeffer, The Sales Whisperer® helps you grow your sales. Sales | Marketing | Technology

Great marketing makes sales easy. Great selling makes great marketing possible. Great technology delivering great marketing and sales makes you rich. The World of The Whisperer is a community of doers, of action takers, of those who walk their talk. I'm thrilled that you are here. ~Wes Schaeffer

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