Accelerate Podcast with Andy Paul
February 1, 2016

On Accelerate! Now: Episode 81 with Bill Cates. A Bulletproof Process to Accelerate Your Sales Through Referrals

In this episode, Bill Cates, founder of Referral Coach International, shares the secrets of accelerating your sales productivity through referrals. Because it’s so hard to cut through all the noise created by the internet, social media, traditional prospecting and advertising, a personal introduction to a potential buyer is more important than ever. Among the topics we discuss are:

  • The right mindset required to start a successful referral selling program
  • Why customer satisfaction is not enough to guarantee referrals
  • How to create a compelling prospect experience that generates referrals.
  • Why you need to teach prospects how to buy what you sell.
  • The right way to ask for a referral
  • And much, much more!

If you’re in sales or sales management, then you definitely need to listen to this episode.

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More about Bill Cates

One book every sales person should read
Spin Selling by Neil Rackham

What's the first sales activity you do every day?
Plan my day.

What's the most powerful sales tool in your arsenal?
Personal Introductions

Favorite music to listen to, to pump yourself up for a speech or a sales call?
Classic Rock, & Earth Wind & Fire

Contact Bill Cates

Contact Bill:

Website: Referralcoach.com

Sponsors

ConnectAndSell:

Companies using ConnectAndSell grow their revenue faster by enabling their sales reps to have more sales conversations in 90 minutes than they normally have in a week. Click on this link to get started at ConnectAndSell.com.

LiveHive:

LiveHive is a unified Sales Acceleration Platform that delivers buyer-side analytics to empower sales teams with intelligent prospect outreach and sales managers better visibility into team behavior, processes, and deals.  To Learn More Click Here.

Transcript

Read the full transcript of today’s episode here.

Free Resources

Free chapter from Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions. Ranked as one the Top 20 most-highly rated sales books of all time by Amazon.

Free chapters from Zero-Time Selling, 10 Essential Steps to Accelerate Every Company’s Sales.Awarded one of Top 3 Sales & Marketing books of 2011 by Top Sales World.

About Andy

Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)

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