What makes a good salesperson?

I have always been interested in what makes a good salesperson and started reading a new book, Slow Down, Sell Faster!: Understand Your Customer's Buying Process and Maximize Your Sales. I was never a great salesperson of products, though I did sell shoes at the mall when I was 15 and did a pretty good job. I have always admired those who can sell things or products, as it does take a certain amount of psychology to get people to feel that they need or want what you have to offer.

Anyway, the author of the book, Kevin Davis, has taught thousands of people at Fortune 500 companies how to "slow down" and sell faster. He uses an eight-step method that focuses on "the power of slowing down each sales conversation, asking more questions, identifying needs, and supplying solutions--in the right sequence, with the right approaches." Most salespeople focus on their selling process and don't get into the head of their customer and find out what their buying process is when making major purchases. The problem is, as Davis points out, that "customers don't care about your selling process. They care about their buying process."

If you are in a sales job or work in a business that sells products or services, it looks like a helpful book. If you have bought a major purchase lately, did the salesperson help you make that decision, or are you like me, more likely to buy online to avoid salespeople altogether?