Cover -- Copyright -- Contents -- Acknowledgments -- Foreword -- Prologue: Altitude and Attitude -- Introduction -- Chapter 1: Meet VITO, the Very Important Top Officer -- Chapter 2: Are You Ready to Sell to VITO? -- Chapter 3: Spotlight on the Sales Process -- Chapter 4: Replicate, Replicate, Replicate -- Chapter 5: Six Big Reasons to Contact VITO First -- Chapter 6: Influencers and Recommenders -- Chapter 7: How Not to Communicate with VITO -- Chapter 8: Twelve Attitudes and Traits You Must Own to Sell to VITO -- Chapter 9: The Principles of VITO Marketing -- Chapter 10: VITO's Time -- Chapter 11: Exponential Revenue Increases -- Chapter 12: Two Rules for Snagging the Intentional Area of VITO's Brain -- Chapter 13: The Six Elements of VITO Correspondence -- Chapter 14: Delivering the Message-Your Telephone Opening Statement to VITO -- Chapter 15: What to Do When VITO Picks Up the Phone -- Chapter 16: Three Obstacles, Eight Steps -- Chapter 17: The Gatekeepers -- Chapter 18: Voice Mail Messages -- Chapter 19: Pay Dirt -- Chapter 20: Dealing with the Shunt -- Qualifying the Opportunity -- Chapter 21: Second Contact -- Chapter 22: In-Depth with VITO -- Chapter 23: Acquisition, Retention, and Winning Back -- Chapter 24: The VITO Zone -- Chapter 25: The Holy Grail -- Appendix A: The Template of Ideal Prospects (TIP) and the Benefit Matrix -- Appendix B: Finding VITO, Tracking VITO -- Appendix C: Social Media and VITO -- Appendix D: Your Prospecting Ratio.