July 24th, 2008 Posted in Announcement, Press, Sales Training Products, Sandler Training News | 1 Comment »
Five Minutes With VITO(sm) is the definitive guide for salespeople who want to start selling where they belong - at the top. Authors David Mattson and Anthony Parinello combine 80 year of sales know-how, 1,200 hours of audio and video programs, 5,000 pages of training materials, and direct experience in training over 15 million salespeople into one concise book. The book is scheduled for release August 15 and will be available through The Training Center.
The A-to-Z of the Sandler Selling System® with VITO, Putting VITO’s “headset” on…
• Attitudes and latitudes
• The Sandler Submarine
• The 30-second Commercial for VITO
• Gatekeepers & VITO’s Private Assistant
• The perfect VITO telephone approach
• Mapping the perfect VITO in-person meeting
• The art of the Up-Front Contract
• The No Pressure Approach with VITO
And Much, Much More!
“It is critical that salespeople compress their sales cycle by going directly to the organization’s VITO, which stands for Very Important Top Officer,” says David Mattson, co-author and CEO of Sandler Training. “This book not only details how to get to VITO, but what to do when you get there.” In addition, Mattson offers important strategies to recession proof your sales efforts:
Feel Their Pain. “Let’s face it, clients are in pain,” says Mattson, “If there is no pain, there is no sale.” Now is the time to thoroughly understand and feel your client’s pain, and adapt accordingly. Pain is a jigsaw puzzle that has three distinct elements; problems, reasons and impact. By putting the pieces together with your client you are able to recognize what’s happening. If you can’t solve your client’s pain, your competition will.
The Fear Factor. Understand the psychology behind a recession’s fear factor and openly discuss it with your sales team. Engage a team approach of how to meet company goals. Share your vision of what measures need to be taken to ensure success, and ask them to be part of the solution by finding hidden opportunity, up-selling and identifying cost saving measures within the organization. Encourage a positive mindset that looks beyond public perceptions to the opportunities change affords.
Remain Flexible. With rising fuel costs many companies have shifted to a condensed work week. Be willing to meet clients at their location and recognize the changing nature of the standard work week by making yourself accessible and available where and when they are.
Coach and Train. The worst time to cut back on sales or training is in a recession. Focus and highlight every area of success and discuss what was done to create it and exploit it. Highlight sales wins, reference goals and site historical examples of how the company or a salesperson has gone above and beyond.
Mobilize your Sales Force. “All eyes need to be focused on the prize,” says Mattson. That means bringing every department that supports what sales does into the mix. Ratchet your sales focus up a notch. Now is the time to quantify what you can do for clients because everyone is looking for ways to either save money or make more money.
MEET DAVID MATTSON
David Mattson is the CEO and a partner at Sandler Training. Since 1986 he has been a trainer and business consultant in management, sales interpersonal communication, corporate team building and strategic planning throughout the U.S. and Europe. His domestic and international clients include top-name organizations in many different industries.
MEET TONY PARINELLO
In 1995, Tony Parinello started a revolution. He created his own brand of sales training called Selling to VITO™, the Very Important Top Officer. Today, the majority of Fortune 100 and over 2.5 million salespeople create bigger deals in less time using his programs. He personally coaches sales and marketing professionals and entrepreneurs all over the world: from distributors in Asia to manufacturers on the islands of Malta to service organizations in Australia. He is a Wall Street Journal best-selling author and creator of Selling Across America, the first radio broadcast dedicated to salespeople and the art of selling. He is the Marketing and Sales Expert on Entrepreneur.com, a site that is visited by more than 2 million unique visitors each and every month.
Tony has written six powerful, practical and tactical books on the topic of selling: Getting to VITO, Stop Cold Calling Forever, Getting the Second Appointment, Think and Sell Like a CEO, The Complete Idiot’s Guide to Dynamic Selling, and his massively popular Selling to VITO™, the Very Important Top Officer which has sold over 900,000 copies. Tony has delivered more than 2,500 speeches and seminars on the topic of sales worldwide.
Sandler Training Golf Team stars Woody Austin and John Rollins play this week in the prestigious Deutsche Bank Championship at the TPC Boston in Norton, Mass. With Austin and Rollins battling for the FedEx Cup, the Labor Day weekend tournament provides another high-profile moment for the Sandler-sponsored duo.
The Sandler Training Golf Team will be well represented at this week’s historic Wyndham Championship in Greensboro, N.C. as John Rollins and Omar Uresti join in the Aug. 11-17 event.
Sandler Training Golf Team star John Rollins had a sizzling performance this weekend at the Legends Reno-Tahoe Open, placing second with an 11 under par 277 on the Nevada course.
Omar Uresti, who grabbed the 11th spot in last week’s final round of the U.S. Bank Championship, once again played notably at the RBC Canadian Open.
