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."

VITO(tm) is the Very Important Top Officer, the person with the ultimate veto power. VITOs control every decision that s made in ever enterprise in your sales territory. If you want to sell and live large, you must get to VITO and launch the proven Sandler Selling System(r) that will turn VITO into one of your business partners forever. Sandler Trainings and VITO Selling have combined over 80 years of sales know-how, 1,200 hours of audio and video programs, 5,000 pages of training materials, and direct experience in training over 15,000,000 sales people...and distilled it all into one concise, power selling resource. This is the definitive guide for sales people who want to start where they belong at the top. In this book you will learn how to use the Sandler Selling System in all of your interactions with VITO including: How to land an appointment, bond and build rapport with VITO; How to establish up-front contracts with VITO; How to create allies in VITO s rank and file, including their Gatekeepers; How to leave voice mail messages that get call-backs... from VITO; How to make powerful presentations to VITO; How to control your sales process...and influence VITO s buying process; How to compress your sales cycle...and increase your average deal size.

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

When a murder victim is discovered in a Pennsylvania field, a detective and archaeologist must team up to keep a mysterious killer from carrying out a horrifying plan to fill empty graves. COME TO ME The first victim is found in a snow-covered Philadelphia field. Detective Vito Ciccotelli enlists the aid of archaeologist Sophie Johannsen to determine exactly what lies beneath the frozen ground. Despite years of unearthing things long buried, nothing can prepare Sophie for the matrix of graves dug with chilling precision. The victims buried there haunt her. But the empty graves terrify her-the killer isn't done yet. SCREAM FOR ME He is cold and calculating, the master of a twisted game. Even with Vito and Sophie hot on his trail, he will not stop. One more empty grave must be filled, and one last scream must be heard-the scream of an archaeologist who is too close for comfort and too near to resist . . . DIE FOR ME

12-year-old Paul who is visually impaired starts to play soccer for his school, and begins to remember the incident that lost him his sight.

All prospects lie, all the time. Never ask for the order. Get an I.O.U. for everything you do. Don't spill your candy in the lobby. Until now, these unique rules (and 45 more) were given out only to Sandler Training clients in special seminars and private coaching. After three decades of proven success, the secrets are out in "The Sandler Rules". And when salespeople know the rules, they get results. Early in his sales career, David Sandler observed that some salespeople work hard and struggle for every deal, while others consistently, and almost effortlessly, uncover new opportunities and close sales. Why is it, he wondered, that two salespeople selling the same product in the same market can have such different results? Are great salespeople born with a special gift -- perhaps the right personality? Were they better educated? Did they have more experience? Were they just lucky to find themselves in the right places at the right times with the right people? No, they simply understood human relationships. Using Eric Berne's Transactional Analysis, Sandler devised a selling system and distilled forty-nine unforgettable rules that are frank, sometimes fun, and always easy to put to use. Sandler Training CEO David Mattson, coauthor of "Five Minutes with VITO", delivers this fresh and often funny guidebook, filled with real-world tactics for successful prospecting, qualifying, deal-making, closing, and referral generation.

Beginnings and endings overlap in this soaring novel of love and grief from Printz Honor medal winner and National Book Award finalist Deb Caletti. Nothing lasts forever, and no one gets that more than Tessa. After her mother died, it’s all Tessa can do to keep her friends, her boyfriend, and her happiness from slipping away. And then there’s her dad. He’s stuck in his own daze, and it’s so hard to feel like a family when their house no longer seems like a home. Her father’s solution? An impromptu road trip that lands them in Tessa’s grandmother’s small coastal town. Despite all the warmth and beauty there, Tessa can’t help but feel even more lost. Enter Henry Lark. He understands the relationships that matter. And more importantly, he understands her. A secret stands between them, but Tessa’s willing to do anything to bring them together—because Henry may just be her one chance at forever.

Robbing men, getting money, and living lavishly is all they know. For Unique, Kiara, Kay Kay, and Zoe, tomorrow isn't promised, love doesn't exist, and men ain't worth a thing. Stealing cars is their hustle, and they are at the top of their game, but jealousy, greed, and envy are lurking in the shadows. Unique lives by the motto “Only the strong shall survive and the weak shall fall,” but the game of love has won her over. Once she decides to leave the only hustle she knows for the man she loves, her drama begins. When loyalty amongst family is questioned and their fate is unanswered, who will hold whom down?