Summary:
The book provides a strategic approach for sales professionals to engage and sell to top-level executives, outlining a step-by-step process for gaining access and effectively communicating value propositions. It emphasizes the importance of understanding the unique needs and perspectives of high-ranking corporate officers to establish trust and secure high-value deals.
Key points:
1. Know VITO's World: Understand the top officer's priorities, pressures, and business environment to align your solutions with their goals.
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