Online Gurus - Anthony Parinello
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California based Anthony Parinello is one of the best-known sales trainer in America. His innovative sales tips have made him a regular figure on television and radio shows. He has even made it to the front page of leading sales magazines. He is invaluable as a public speaker and has 26 years of excellent salesperson ship behind him.
He is author of the best-selling book, which is also available in the form of an audiotape program Selling to VITO (The Very Important Top Officer). Other titles from his pen include Getting the Second Appointment: How to Close Any Sale in Two Calls and Stop Cold Calling Forever: Confessions of a Serial Cold Caller.
These books are not to advise someone going from door-to-door selling encyclopedias. It includes strategies for the salesperson keen on getting through to the top-level managers or the purchasing director himself. It contains suggestions for a salesperson to overcome the obstacle in the form of employees who will not let anyone brandishing a sales pitch through to the boss.
For a salesperson the biggest challenge is contacting the person who signs the checks in a company. Parinello offers advice that is street-smart and practical. His books, tapes and seminars have enabled over a million salespersons make a marked improvement in their career. His “Power to Will” workshops are designed to assist this section in improving all aspects of their lives- their social interaction and the way they see themselves.
One important point that Parinello makes is that to cinch a deal needs one to do one’s homework and a thorough one at that. This means at least eight hours to be invested in studying the profile of a prospective customer. Getting to VITO (the Very Important Top Officer): Ten Step's to VITO's Office is another work by the same author which contains suggestions, that have proven to be a success, to let a salesperson entrench himself in the budget of the prospective company and even become a trusted advisor for its team.
He leads the reader through the hazardous first steps of locating and contacting the real VITO, establishing the value of his product in the VITO’s eyes and disarm any objection that he might face as a first time caller. He stresses on preplanned calling, prioritization and correspondence-areas that can make or break a successful sales career.
As a sales training guru, he shows sales work as an art. It also motivates a person who after investing a lot of time in a particular customer fails to reap any rewards. One of his tips pertains to the art leaving a voice message.
The author assures the reader of an increment in the number of calls returned after applying the technique. Reading his work is a crutch to extricate a man from the rut of below par performance and make his presence felt in the sales arena.
Another tip not to be missed is how to distinguish between managers who are keen on the advantages of the products on display and Seymours - the people who want more data, be it demonstrations or graphs and charts.
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