Sales legend Cates uses his experience and expert knowledge to show sales professionals how to work smarter (not harder) by employing "The Four Cornerstones of Referrals"--relationship building and customer service, creating referral alliances and networks, prospecting, and targeting niche markets.

Sales legend Bill Cates uses his experience and expert knowledge to show sales professionals how to work smarter (not harder) by employing "The Four Cornerstones of Referrals" --relationship building and customer service, creating referral alliances and networks, prospecting, and targeting niche markets. Using Cates's easy-to-master referral-based selling techniques, readers:

• Work less and earn more by getting existing customers to work for them generating high-quality referrals
• Turn every business contact into a relationship and every relationship into a sales success story