Dave Kurlan recently highlighted one of his old posts on what makes for great sales people. Surprisingly the best sales person doesn't necessarily have the best closing skills, or prospects consistently, or even builds the best relationships. Rather it's the person who sells consultatively - i.e. asks insightful questions. Dave's finding, based on thousands of OMG assessments is absolutely profound, but after a while I began to think what makes someone capable of asking these such questions and why doesn't everyone do it.