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by Anthony Parinello (Author)
In this book, Anthony Parinello--sales guru and trainer to over one million salespeople--presents tried-and-true techniques for getting invited back for a second interaction with potential prospects and customers. This three-part book uses the sort of practical feet-in-the-street style that Parinello's followers love to teach salespeople the down-to-earth how-to's of getting the second appointment and performing Parinello's proven "two-call close."
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Praise for Getting the SECOND APPOINTMENT
"Another great book from Tony Parinello! If you've ever lost a sale between your initial presentation and the second visit where you get their approval on the paperwork, this book is for you! Learn how to keep more of the sales you thought you made." --Tom Hopkins, sales trainer and author of How to Master the Art of Selling
"Finally, here is a powerful, practiced, no-nonsense book that tells you exactly what to do and say to make more sales faster. A masterpiece!" --Brian Tracy, author of Create Your Own Future
"Tony Parinello's new book, Getting the Second Appointment is terrific. It is jam packed with solid sales strategies and tactical tips that will improve any sales professional's top line!"--Don Hutson, CEO, U.S. Learning and author of The Sale
"This is Tony at his best-nonstop and high value." --Dave Stein, author of How Winners Sell
"Tony's style and approach has made him one of the most popular speakers, radio hosts, and authors. Through his book, he deftly teaches the salesperson what to ask, say, and when to say it in order to get the second appointment and effectively perform the two-call close." --Dave Mattson, VP Sales, Sandler Sales Institute
"Tony Parinello has done it again! Another original book full of practical examples, useful step-by-step strategies, and compelling insights to help salespeople be more successful. This book has a wonderful mix of practical examples and interconnected sales principles drawn from the author's extensive experience in the sales profession that anyone can relate to and immediately apply to their sales approach." --Madelyn Burley-Allen, President, Dynamics of Human Behavior
"If you need bigger sales in the shortest possible time while getting customers to love and trust you for life, then Tony Parinello is the only author who can guarantee you will reach your goals." --Nance Rosen, author of Why Customers Buy
"After reading Getting the Second Appointment, I'm convinced that if I had had this information when I started my business in 1987, we would be hundreds of thousands of dollars richer today. This is a wonderful, clearly laid out, step-by-step system for anyone who wants to build lifelong, profitable relationships with their customers. Tony really demystifies what it takes to be successful in selling. Valuable for both start-ups and mature businesses, this book should be in the library of every entrepreneur." --Susan Berkley, President, The Great Voice Company, Inc., and author of Speak to Influence: How to Unlock the Hidden Power of Your Voice
Author Biography
In 1995 Tony Parinello started a revolution.?He created his own brand of sales training called Selling to VITO, the Very Important Top Officer.?Today, the majority of Fortune 100 and over 1.5 million sales people create bigger deals in less time using his programs.?Through his internet talk shows, he personally coaches sales and marketing professionals and entrepreneurs all over the world. Tony is a Wall Street Journal best-selling author and creator of Selling Across America, an internet talk show dedicated to salespeople. He is the Sales Expert on Entrepreneur.com, a site that is visited by more than 2 million unique visitors each and every month.
Tony has written six powerful, practical and tactical books on the topic of selling: Getting to VITO, Stop Cold Calling Forever, Getting the Second Appointment, Think and Sell Like a CEO, The Complete Idiot's Guide to Dynamic Selling and his massively popular Selling to VITO, the Very Important Top Officer which has sold over 800,000 copies.
Tony lives in San Diego, CA.
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