The one characteristic that defines a great salesperson

Urgency.

No sense in wasting any time here.

Why are you staring at that phone when you could be calling someone who needs you?

Why are you practicing your pitch for the 5th time this morning when you could be sharing it with someone who needs you?

Why are you pushing off your blog when you have a reader who needs you?

This doesn't mean rush people into a decision that doesn't help them. Great salespeople aren't trying to sell to every living soul that comes to them. They will instead connect with the person, find out if there is a need and create the necessary tension to get that person to act in their best interest.

Creating this tension is scary. What if they disagree with you? What if they don't have the resources to address it right now? What if they choose someone else to help them with their problem? 

The great salesperson still fears rejection, but knows that every "no" gets them one step closer to someone who needs them. They know there isn't a moment to waste.