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Blog 28- Make Recommendations from Bill Cates on Vimeo.

Always Recommend a Next Step

Asking for business is a critical step in gaining new clients. Bill Cates teaches that one great way to do this is to make a “recommendation” or “suggestion” for the next step in the process. Use your confidence and expertise to keep the sales process moving forward.

Posted on 10.25.12

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Blog 27 – Don’t Settle For Fuzzy Phrases from Bill Cates on Vimeo.

Don’t Settle for Fuzzy Phrases! Get Clear!

Posted on 09.27.12

Many times prospects and clients say things that we accept at face value, even though we’re not always sure what they mean. Bill Cates, president of Referral Coach International suggests you shouldn’t settle for these “fuzzy phrases.” Always strive for clear communication. [watch video]

Blog 26 – Don’t Wait for Objections from Bill Cates on Vimeo.

Don’t Wait for Objections – Bring Them Up

Posted on 08.30.12

If you find yourself encountering the same set of objections on a regular basis, don’t wait for the objections to arise – bring them up yourself. Bill Cates, president of Referral Coach International, explains how this can be an effective strategy with referral objections and all objections.[watch video]

Blog 25 – Don’t Fear the “No”! from Bill Cates on Vimeo.

Don’t Fear the “No”!

Posted on 07.25.12

Expect the “yes” but be ready for the “no.” Bill Cates, Referral Coach International, explains how you can prepare for objections so that you don’t fear them – so they don’t stop you from going for the “yes.”[watch video]