Getting To Decision Makers

The Eight Second Grabber

Tony Parinello, author of Selling to VITO (Very Important Top Officer), provides a template for the perfect headline statement that opens your business letter.

Cosmetics Count

How to dramatically improve direct mail response rate.

Handling the Technical Buyer Block

Working with, or around, the Technical Buyer to further the sales process.

Your Most Valuable Ally

Understand and appreciate the executive assistant's actual role in an organization.

Risks of Using an Opening Benefits Statement

Personalize an effective opening statement that will make the prospect want to hear more and avoid what will make him or her want to hear less.

Assessing and Re-Assessing the Decision Makers

The inherent variability of business-to-business selling indicates the need to re-determine for each new selling objective which people are playing the critical decision making roles.

Opening the Road to the Decision Makers

To identify and cover all the players in a complex buying organization, you need to develop a team that is just as complex - just as varied, well-focused, and finely tuned - as the people whose solution images you are trying to fulfill.

Managing Customer Relationships

In order to continue to develop an existing customer and your relationship with them, you must be willing to invest time.