Selling To VITO (The Very Important Top Officer) 
You'll quickly learn how to:
Get into new accounts at the top
Keep out of time-consuming log-jams-and into VITO's office
Promote loyalty at the top with existing customers and capture add-on business
Increase the size of every sale
Selling To VITO offers innovative new ideas and street-smart tactics for reaching the very top person in any organization. It's based on the seminars that have helped thousands of sales professionals from top corporations like Canon, 3M, Hewlett-Packard, and MCI bust quotas and increase commissions. It can help you, too, by getting you to the right person so you can do what you do best: SELL!
Anthony Parinello is without question the country's foremost expert on getting appointments with, and selling to, top decision makers. This book is the product of his twenty-three years of award-winning sales performance.
Reviews
As a sales person, we often forget how important it is to be a provider of a business solution rather than a box pusher. Although it would differ by industry, this book maps out the basic guideline needed for any sales person to be successful. I highly recommend this book to anyone just starting a career selling technology or types of sales position.
How about presenting a value proposition???
If you are smart, you will look elsewhere like the Sandler Method of sales. Find out what is important to the prospect and explain how you can help them with those important items. Novel idea, huh? Well, the scum that wrote this VITO book didn't think of it.