There are numerous quotes worth remembering because of the insight they give or the reminders they provide us. Here's one, by Ralph Waldo Emerson, that's valuable for many reasons: "What you are speaks so loudly that I can't hear what you say." The lesson it teaches: that our character, beliefs and feelings are sometimes more evident than we know, and that our actions really can speak louder than our words.

Why is this important? As salespeople, we are always "on". The pressure to perform is great and we can't afford to take shortcuts. Yet, how many of us have seen a good salesperson look like a poor one because they didn't take the time needed to prepare? Probably all of us, and we've probably all been the one taking the shortcut at some time in the past.

Fortunately, we know what we need to do - we just have to avoid the temptation of the shortcut. In sales, that means preparing for calls and rehearsing presentations. It can be hard work, but the payoff is huge. This quote can be good motivation when faced with a late night presentation rehearsal session. Rehearsing is hard, but the effort pays off. People know when you are hard working, confident and prepared, and are more willing to trust someone like that with their business.