Tony Parinello and VITO Principle #5
I love Tony's stuff. He has a great understanding of some of the people systems involved in corporations.
Blending Buying Facilitation with VITO Principle #5, I'd say this: getting to a Board member is often difficult, and sometimes a political time bomb - especially if you are going over your prospect's head and she knows about it. Not to mention that if the Board member knows the level of responsibility that your prospect has in her job, the Board member might not want to put him/herself in the line of fire, and therefore send you right back down to the prospect - or not even take your call.
Start your conversation like this - to either the prospect or the Board member:
"My name is X. I'm selling X and wonder how you are currently managing the Y part of your business. Is this a good time to speak? This is a sales call."
For those of you who have followed my work, you know I believe it's important to announce that you're making a sales call, and then to begin immediately with a Facilitative Question that will help the buyer immediately understand that you're helping them make a decision, rather than making a pitch or attempting to sell them something (would you rather sell? or have someone buy?). In this way, you can use Tony's ideas and blend in some Buying Facilitation to give you a greater probability of getting an audience with the right person.
VITO Principle # 5: Every VITO has a VITO...
The fastest way to get VITO's attention is to contact one of her board members and say: We've got and idea for Ms. Importanta, the CEO of the organization you're a board member of...would you like to hear it or shall I contact Ms. Importanta directly?
- Sharon Drew Morgen
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