I used to think that to be a great salesman, he needs to have 3 Competency Components. There are market knowledge, product (usage)knowledge and customer selling skills. No doubt, with these 3 competency components, he / she has the potential to be stand out in the market.
Some people were in the market for more than a few decades, after many years of experience, they have gained the 3 competency components. They just do not stand out from the crowd. What are they lacking of? Some salesmen do not have these components, they make a lot of contributions to the company and become a outstanding salesmen.
This is similar to Char Kuey Teow. If you look at the ingredients of Char Kuey Teow, it does not have expensive things in it. Most of the ingredients are cheap and can be easily found in the supermarket. The secret to make it delicious is the big fire and timing to act.
When doing sales, a salesman needs to have a strong desire to sell, and he knows when to act. A strong desire is like big fire burns off any obstacle. He has the courage to approach potential customers even though the persons are not approachable. The right timing to ask, quote and follow up will make the sales.
As a conclusion, when you are looking for a good salesman, you need to analysis the person if he / she has a strong burning desire and the subconscious when to act.