Why Most Salespeople Fail to Reach VITO — And How You Can Break Through Today

The Invisible Wall: Why VITO Remains Out of Reach

Have you ever felt like you’re knocking on a locked door, only to be met with silence or redirected endlessly? The truth is, most salespeople never reach VITO because they unknowingly sound like someone who belongs in the Sales Graveyard — the realm of slow, small deals and dead ends. Gatekeepers are trained to filter out voices that don’t carry the weight of equal business stature.

Communication Is Your Passport

How you communicate determines your access. If you sound like an influencer or lower-level employee, you will be shunted away. To reach VITO, you must adopt their mindset and style—brief, direct, confident, and results-focused. This means shedding phrases like "I’m not sure" or "I can’t" and instead speaking as a peer with a clear understanding of business priorities.

The Role of Mindset and Values

VITO operates with core values such as integrity, decisiveness, and pragmatism. Salespeople who mirror these values gain respect and entry. Without this alignment, even the best product or service will struggle to gain attention.

Persistence Pays: The Five Waves Strategy

Breaking through requires persistence and a multi-channel approach. The Five Waves—letters, faxes, postcards, emails, and e-presentations combined with calls—create multiple touchpoints that increase familiarity and trust. Each wave builds on the previous, gradually earning VITO’s attention.

Mastering the First Eight Seconds

The initial interaction with VITO lasts about eight seconds, during which they decide to continue or end the conversation. Your opening must be sharp, relevant, and confident. Following that, "riding the tiger" means letting VITO lead while you skillfully guide the discussion toward commitments.

Conclusion: Overcoming Barriers to Reach VITO

By understanding the invisible walls that gatekeepers erect, adopting VITO’s mindset, using persistent multi-channel outreach, and mastering your opening moments, you can break through the toughest barriers. This is how you move from frustration to fast, big sales and build lasting relationships with the most powerful decision makers.