It takes 21 days to make a habit, so by memorizing these 7 quotes and 
repeating them to yourself for 21 days, you will have developed an efficient 
and effective selling habit.

1. “WHAT HAVE I DONE TODAY TO GENERATE BUSINESS FOR TOMORROW”
Before the highly successful salesperson leaves their office for the day, 
they will repeat this quote to themselves. Whatever type of daily organizer 
or appointment schedule you use, you need to look at it prior to leaving 
your office and make sure that you have activities on the books for 
tomorrow. For example, you will have scheduled confirmed appointments on the 
books, or you will have sales contracts to write, or you will have prepared 
a list of clients to call on your call back list, etc. This will double or 
even triple your personal production.

2. “MY INCOME IS IN DIRECT PROPORTION TO THE SERVICES I RENDER TO 
OTHERS”
Highly successful salespeople deliver exceptional customer service before, 
during, and after the sale. By giving your clients exceptional customer 
service, they will be more willing to refer you and your company to their 
friends, family, and co-workers. Thus dramatically increasing your referral 
business. We all know that referrals are the #1 internal marketing vehicle. 
So, by memorizing this quote, you will have more satisfied customers and 
also dramatically increase your income due to the increased referral 
business.

3. “THE MOST POWERFUL INGREDIENT IN BUSINESS IS POSITIVE MOMENTUM, GET 
IT AND KEEP IT”
The “big MO” is something that all successful salespeople find, build and 
maintain at ALL times. In order to get and keep positive momentum, there are 
some areas that you need to avoid. Some of these areas are negative people, 
bad business decisions, costly advertising mistakes, poor time 
accountability, and blaming others for your failures. Positive momentum is 
developed first and foremost by your attitude. Conceive your business 
strategies, believe in your business strategies, and then go out and achieve 
your business goals.

4. “IN ORDER TO WIN A MAN/WOMAN TO YOUR CAUSE, YOU MUST FIRST MAKE A 
FRIEND”
This is just plain old sales 101. Before anyone buys anything from you, they 
must first like you and trust you. Before they like you or trust you, you 
must be a friend to them in their eyes. Always remember that the client is 
buying you, not your product. So once they are your friend, they will buy 
from you. Also, this quote will greatly help you in your personal life as 
well.

5. “THE DIFFERENCE BETWEEN A WISE PERSON AND A FOOL IS THAT THEY BOTH 
FACE THE SAME CHALLENGES, THEY BOTH MAKE THE SAME MISTAKES: THE WISE PERSON 
LEARNS FROM THEIR MISTAKES”
We will all make mistakes in business and that’s alright. Just don’t 
continue to make the same mistake over and over again. For example, a fool 
is a person that constantly arrives to work late every day, or constantly 
misses their weekly/monthly sales quota, or is constantly running the same 
advertisement every month but the telephone never rings from that particular 
advertisement. In order to become a wise person, it takes constant focus on 
all of your decisions regarding any business or sales issue.

6. “YOU CAN’T DO THE SAME THING EVERYDAY AND EXPECT A DIFFERENT RESULT”
As professionals, we are either moving forwards or backwards in life, we are 
never standing still. Highly successful salespeople constantly strive to 
move their careers forward, thus producing more appointments, sales, income, 
and professional career advancements. If for whatever reason you find 
yourself moving backwards, you need to refer to Quotes #1, #2,#3,#5, and #7.

7. NO SALES, NO MONEY — KNOW SALES, KNOW MONEY
Sales is a learned responses. The more knowledge and information you can 
obtain pertaining to sales, the higher your income will be! Individuals that 
state that they are a born salesperson, are speaking nonsense. To become 
highly successful in sales, it takes a tremendous amount of time to read as 
many sales books as you possibly can, or attending as many sales seminars 
that you can, or listening to tapes or CD’s in your car on the way to work 
so you can constantly continue to educate yourself on sales. I can assure 
you that your competitors’ top salesperson is constantly building his/her 
library of knowledge of sales material, are you? Once you “know” sales, you 
will “know” money because your knowledge is greater, your attitude is 
stronger, and your self-confidence is bullet proof!

By Aubri Shauger-Haley

Small Business Enterprise Specialist for the city of 
Saint Petersburg, Florida