Your Personal Sales Trainer
Answer: Their ability to turn nothing into something.
Great writers start with a blank sheet of paper. Great sculptors start with a block of clay. Great painters start with a blank canvas.
And great salespeople start with opportunities that appear to be nothing.
Sales is about relationships. And unless you're living the life of a hermit (in which case your career choice as a salesperson was not very wise), you encounter opportunities to establish and cultivate relationships every day, every hour, every minute of your life.
But you have to create the habit of seeing opportunities even when—especially when—they are hidden, when they appear to be nothing.
If you are committed to your goals and serious about becoming the best sales professional you can be, every encounter you have with another person is an opportunity to establish a new relationship, add a new prospect to your list, obtain a new referral source.
Whether you're greeting someone who has come to your office, waiting in line at a theater or checkout line, or conducting business with an existing customer, take the initiative to engage the other person, ask questions, and look for the hidden opportunities.
By definition, being a creative sales professional means creating opportunities to sell.
One way to do this is to do all you can to turn what appears to be nothing into something. If you create this habit, you will sell more and sell more consistently.