Download or read book Getting to VITO The Very Important Top Officer written by Anthony Parinello and published by John Wiley & Sons. This book was released on 2010-12-22 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: The author of the bestseller Selling to VITO returns with a 10-step plan for getting to the Very Important Top Officer's top of mind, top of wallet, and top of their "to-do" list Anthony Parinello's Selling to VITO introduced salespeople everywhere to the Very Important Top Officer-and taught them the precise steps of how to sell to the person with the ultimate veto power. Now, Parinello returns with Getting to VITO, a one-of-a-kind sales resource that offers proven, best-practices advice on how-to get into VITO's head, get into their budgets, and get on their team as a "trusted advisor." Based on Parinello's own extensive sales experience-as well as the experiences of the more than one million salespeople who've studied his VITO process-Getting to VITO shows salespeople how to: * Find and pre-qualify the real VITO * Establish real value in VITO's eyes * Cut to the chase with seven different correspondence modalities * Disarm every first-call objection a salesperson may encounter * Deliver the show-stopper "elevator" pitch for every industry * One-on-one coaching from Parinello's own professional coach! Anthony Parinello (San Diego, CA) is the country's foremost expert on selling to top officers. His bestselling book and audiotape program Selling to VITO (The Very Important Top Officer) has sold more than 500,000 copies. Parinello's Secrets of VITO: Think and Sell Like a CEO was a Wall Street Journal bestseller and his most recent book Getting the Second Appointment has been accepted by his following as the new sales process of "choice."
Download or read book Selling to VITO the Very Important Top Officer written by Anthony Parinello and published by Simon and Schuster. This book was released on 2010-07-15 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: There has never been a sales book that gives you one-on-one, personal help to catapult your sales career and your personal income to a level that will surprise you and shock your sales manager! You'll stop: wasting your precious selling time with 'non-decision' makers getting any rejection whatsoever from gatekeepers working your keester off for itsy, bitsy sales losing sales that you thought you were going to win not making your sales quota You'll start: making sales that are up to 65 percent bigger cutting your sales cycle in half getting as much as 120 percent more add-on business from your existing customers getting VITO to VITO referrals worth pure gold making the income that you really deserve
Download or read book Getting the Second Appointment written by Anthony Parinello and published by John Wiley & Sons. This book was released on 2004-03-22 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this book, Anthony Parinello—sales guru and trainer to over one million salespeople—presents tried-and-true techniques for getting invited back for a second interaction with potential prospects and customers. This three-part book uses the sort of practical feet-in-the-street style that Parinello’s followers love to teach salespeople the down-to-earth how-to’s of getting the second appointment and performing Parinello’s proven “two-call close.”
Download or read book Release Your Brakes written by James W. Newman and published by . This book was released on 1995-12-31 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Download or read book Practical Program Evaluation For Criminal Justice written by Gennaro F. Vito and published by Routledge. This book was released on 2014-05-08 with total page 178 pages. Available in PDF, EPUB and Kindle. Book excerpt: Practical Program Evaluation for Criminal Justice shows readers how to apply the principles of fiscal responsibility, accountability, and evidence-based practice to criminal justice reform plans. Unlike other policy-based texts, which tend to focus more on implementation than assessment, this book provides applicable, step-by-step instruction on determining an initiative's necessity prior to its adoption (reducing the risk of wasting resources), as well as how to accurately gauge its effectiveness during initial roll-out stages. The book gradually introduces basic data analysis procedures and statistical techniques, which, once mastered, can be used to prove or disprove a program's worth. Lastly, the book introduces the types of stakeholders who should review evaluation results for quick action, as well as how to best structure reports to ensure their buy-in. Individually examines every major evaluation type (as well as the benefits, concerns, and constraints of each), including needs, theory, process, outcome/impact, and cost efficiency Defines the precise data points each evaluation type requires, and the exact manner in which this data can be collected Demonstrates how different types of evaluations can be used together to provide clear information regarding a program's overall performance level Cites and makes use of real-world policy evaluations and vetted programs
Download or read book I ll Make You an Offer You Can t Refuse written by Michael Franzese and published by Thomas Nelson Inc. This book was released on 2010-10-06 with total page 175 pages. Available in PDF, EPUB and Kindle. Book excerpt: What can a one-time mob boss teach you about how to run a business? I'll Make You an Offer You Can't Refuse, written by a former member of the Colombo crime family, promises an insider's view of the mob that will change the way you do business forever. The first thing you'll learn? Get a plan, work it hard, be smart, and surround yourself with people who know how to help you reach your goals--people like Michael Franzese. At the height of his involvement in the mafia, Franzese ran rackets that earned him millions of dollars every week. After serving his time, Franzese quit the mob and dedicated his life to making a positive impact on the world by sharing what he's learned along the way. Now, he's a consultant who has helped everyone from high-powered executives to small business owners learn how to make the most out of their businesses--and, more importantly, how to do it honestly. As one of the few who quit the mob and lived to tell his story, Franzese has a unique perspective on how the mafia does business. Packed with hard-won experience, street smarts, and just a pinch of philosophy, I'll Make You an Offer You Can't Refuse shares the professional advice (and the life lessons) that Franzese learned firsthand, including: The importance of cutting to the chase The value of having a good crew How to start learning from your failures The danger of bending the rules How to come out ahead in your negotiations Why you should lead with your brain instead of your mouth How to think about real success Business is business. Let your friend Franzese give you a tip or two about how to run yours better.
Download or read book Rogue Town written by Vito Colucci and published by . This book was released on 2023-05-15 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Rogue Town is Vito Colucci's first-hand account of how he and a handful of honest cops risked everything to bring the guilty to justice in one of the most corrupt cities in 1960s - 1980s America. Revised and updated second edition.
Download or read book UNLOCKING HER INNOCENCE written by Lynne Graham and published by Harlequin / SB Creative. This book was released on 2015-01-08 with total page 129 pages. Available in PDF, EPUB and Kindle. Book excerpt: Ava was in a car accident on Christmas Day and lost her best friend. She was accused of being responsible for the crash despite her lost memory of that confusing night. After serving years of prison time, she freezes up in shock in the conference room of her new workplace. The man who controls the place is Vito, whom Ava used to admire. Vito is also the brother of her late best friend. Ava assumes he must hate her so much that he would want to kill her, not work with her. But he steals a kiss from her and asks her to plan this year’s Christmas party. What is he thinking?
Download or read book Government versus Markets written by Vito Tanzi and published by Cambridge University Press. This book was released on 2011-05-16 with total page 391 pages. Available in PDF, EPUB and Kindle. Book excerpt: Vito Tanzi offers a truly comprehensive treatment of the economic role of the state in the twentieth and twenty-first centuries from a historical and world perspective. The book addresses the fundamental question of what governments should do, or have attempted to do, in economic activities in past and recent periods. It also speculates on what they are likely or may be forced to do in future years. The investigation assembles a large set of statistical information that should prove useful to policy-makers and scholars in the perennial discussion of government's optimal economic roles. It will become an essential reference work on the analytical borders between the market and the state, and on what a reasonable 'exit strategy' from the current fiscal crises should be.
Download or read book Police Leadership and Administration written by William F. Walsh and published by Taylor & Francis. This book was released on 2018-07-04 with total page 411 pages. Available in PDF, EPUB and Kindle. Book excerpt: William Walsh and Gennaro Vito have adapted the strategic management process to the police organizational world in this innovative new text, Police Leadership and Administration: A 21st-Century Approach. Focusing principally on the police executive, this book covers pioneering management techniques for leaders facing the challenges of today’s complex environment, providing the police practitioner instruction in planning, setting direction, developing strategy, assessing internal and external environments, creating learning organizations, and managing and evaluating the change process. It also tackles how to handle the political, economic, social, and technical considerations that differ from one community to the next. Police Leadership and Administration trains individuals to search for solutions, rather than relying on old formulas and scientific management principles. It shows how to tailor responses to the unique problems and issues that professionals are likely to face in the field of law enforcement, providing a foundation with which to adapt to an ever-changing criminal justice climate. This book is essential for forward-thinking police leadership courses in colleges and professional training programs.
Download or read book The Family Corleone written by and published by Grand Central Publishing. This book was released on 2012-05-08 with total page 344 pages. Available in PDF, EPUB and Kindle. Book excerpt: An exhilarating and profound novel of tradition and violence and of loyalty and betrayal, The Family Corleone will appeal to the legions of fans who can never get enough of The Godfather. New York, 1933: The city and the nation are in the depths of the Great Depression. The crime families of New York have prospered in this time, but with the coming end of Prohibition, a battle is looming that will determine which organizations will rise and which will face a violent end. For Vito Corleone, nothing is more important that his family's future. While his youngest children, Michael, Fredo, and Connie, are in school, unaware of their father's true occupation, and his adopted son Tom Hagen is a college student, he worries most about Sonny, his eldest child. Vito pushes Sonny to be a businessman, but Sonny-17 years-old, impatient and reckless-wants something else: To follow in his father's footsteps and become a part of the real family business.
Download or read book The Negro Motorist Green Book written by Victor H. Green and published by Colchis Books. This book was released on with total page 235 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Negro Motorist Green Book was a groundbreaking guide that provided African American travelers with crucial information on safe places to stay, eat, and visit during the era of segregation in the United States. This essential resource, originally published from 1936 to 1966, offered a lifeline to black motorists navigating a deeply divided nation, helping them avoid the dangers and indignities of racism on the road. More than just a travel guide, The Negro Motorist Green Book stands as a powerful symbol of resilience and resistance in the face of oppression, offering a poignant glimpse into the challenges and triumphs of the African American experience in the 20th century.
Download or read book Sandler Success Principles 11 Insights that will change the way you THINK and SELL written by David Mattson and published by Greenleaf Book Group. This book was released on 2012 with total page 161 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn how to excel at selling by confronting and overcoming the root cause of your negative behaviors, and learn why self-control is a powerful weapon that creates predictably lucrative relationships.
Download or read book Sales Differentiation written by Lee B. Salz and published by HarperChristian + ORM. This book was released on 2018-09-18 with total page 209 pages. Available in PDF, EPUB and Kindle. Book excerpt: "If we don't drop our price, we will lose the deal." That's the desperate cry from salespeople as they try to win deals in competitive marketplaces. While the easy answer is to lower the price, the company sacrifices margin--oftentimes unnecessarily. To win deals at the prices you want,the strategy needed is differentiation. Most executives think marketing is the sole source of differentiation. But what about the sales function of the company? This commonly neglected differentiation opportunity provides a multitude of ways to stand out from the competition. This groundbreaking book teaches you how to develop those strategies. In Sales Differentiation, sales management strategist, Lee B. Salz presents nineteen easy-to-implement concepts to help salespeople win deals while protecting margins. These concepts apply to any salesperson in any industry and are based on the foundation that "how you sell, not just what you sell, differentiates you." The strategies are presented in easy-to-understand stories and can quickly be put into practice. Divided into two sections, the "what you sell" chapters help salespeople: Recognize that the expression "we are the best" causes differentiation to backfire. Avoid the introspective question that frustrates salespeople and ask the right question to fire them up. Understand what their true differentiators are and how to effectively position them with buyers. Find differentiators in every nook and cranny of the company using the six components of the "Sales Differentiation Universe." Create strategies to position differentiators so buyers see value in them. The "how you sell" section teaches salespeople how to provide meaningful value to buyers and differentiate themselves in every stage of the sales process. This section helps salespeople: Develop strategies to engage buyers and turn buyer objections into sales differentiation opportunities. Shape buyer decision criteria around differentiators. Turn a commoditized Request for Proposal (RFP) process into a differentiation opportunity. Use a buyer request for references as a way to stand out from the competition. Leverage the irrefutable, most powerful differentiator...themselves. Whether you've been selling for twenty years or are new to sales, the tools you learn in Sales Differentiation will help you knock-out the competition, build profitable new relationships, and win deals at the prices you want.
Download or read book Criminology written by Gennaro F. Vito and published by Jones & Bartlett Learning. This book was released on 2006 with total page 522 pages. Available in PDF, EPUB and Kindle. Book excerpt: Across America, crime is a consistent public concern. The authors have produced a comprehensive work on major criminological theories, combining classical criminology with new topics, such as Internet crime and terrorism. The text also focuses on how criminology shapes public policy.
Download or read book When Buyers Say No written by Tom Hopkins and published by Business Plus. This book was released on 2014-04-01 with total page 221 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is a complete and practical guide which highlights the authors' new strategic approaches to selling when the buyer initially declines or is resistant on a sales opportunity. Hopkins and Katt explain that most sales reps take a traditional linear approach to selling, but that the trick in closing is in taking a more creative and circular approach. That's the key. It all starts with how the buyer initially says, "No." Too many sales reps don't pay close attention as to how that's presented. Hopkins and Katt point out that "no" may suggest all sorts of other options -- avenues that can eventually lead to the buyer actually saying yes. The authors introduce a novel concept called the Circle of Persuasion which offers sales reps a new approach in this potentially tricky process. Along the way, WHEN BUYERS SAY NO details prescriptive steps and even sample dialogues that will instruct and guide sales professionals on how to best cultivate buyer-seller relationships. There's particular emphasis on how to establish the kind of rapport that ultimately leads to a successful close.
Download or read book Organizational Behavior and Management in Law Enforcement written by Harry W. More and published by Prentice Hall. This book was released on 2012 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: For all college courses in police administration or organizational behavior, and as a reference for police managers or officers preparing for promotional exams. This text provides a clear, concise, realistic, and up-to-date blueprint for successful police management. Drawing on decades of experience as practitioners, consultants, trainers and researchers, the authors fully reflect current theory and practice, while accurately capturing the "feel" of real-world law enforcement management. They focus on organizational behavior to promote a deeper understanding of both the police organization as a whole, as well as key interactions among officers, managers, and the community. This edition integrates the latest research, and presents all-new chapters on performance-based management and organizational development. It offers expanded coverage of leadership, team-building, stress management, and many other topics; as well as 39 new cases.
