Sales legend Bill Cates shares his experience and expertise to help sales professionals 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 can work less and earn more by getting existing customers to generate high-quality referrals, and turn every business contact into a relationshipand every relationship into a sales success story.