Cold Truth About “Natural” Salespeople

If you've been anywhere near the news lately (or a window), you know that a massive snowstorm just blanketed most of the country. Roads closed, flights canceled, everyone digging out their driveways. And somewhere in all that chaos, one of the most overused phrases in sales comes to mind: "They could sell ice to Eskimos.”

Frankly, the whole premise of that phrase has always been a little off. It frames great selling as convincing people to buy things they don't need, as if the pinnacle of sales is manipulation, not service.

Let's talk about why that's nonsense.

What "Natural" Actually Means

When people say someone is a "natural" at sales, they usually mean the person makes it look effortless. They build rapport easily, and they seem to know exactly what to say and when to say it. Deals just kinda... happen for them.

But the reality of what goes on behind the scenes is far deeper than that. They know when to bring in the SE for a technical deep-dive. They know which deals need a manager on the call to signal commitment, and which ones need the CEO to show up and close. They've built a roster of references they can deploy strategically, always presenting the right customer story for the right buyer at the right moment.

Now, no two great salespeople work exactly the same way either though. Two AEs can close the exact same type of deal using completely different approaches. One builds consensus across the org over weeks; another finds the one champion who can push it through. Both get to yes. Neither is more "natural" than the other. They're just playing to their strengths and using their resources differently.

The Real Definition of a Natural Salesperson

So here's a different definition. A natural salesperson is someone who has learned to use the right people, the right assets, and the right message at the right time for each unique deal.

That's it. That's the whole secret.

It's about being creative with your resources and knowing that every deal is its own puzzle requiring its own solution.

AI Is Just the Newest Resource

Which brings up the elephant in the room: AI.

If you buy into the myth that great salespeople are born, not made, then AI probably feels threatening. It's coming for your job, right? It's going to replace the human element that makes sales sales.

But if you understand that the best AEs have always been resourceful, always been willing to use whatever tools give them an edge, then AI is just the next thing in the toolkit.

The "naturals" of previous generations used Rolodexes, then CRMs, then LinkedIn, then conversation intelligence tools. Each new resource didn't replace their skills; it amplified them. The AEs who thrived were the ones who adopted early and figured out how to make the technology work for their specific style.

AI is no different. It's not going to close deals for you, but it can help you prep faster, surface insights you'd miss, and free you up to do the parts of selling that actually require a human. Building relationships, reading emotions, navigating politics and earning trust are all not going anywhere

The question is whether you're going to be resourceful enough to figure out how to use it your way.

Stop Selling Ice

The best salespeople aren't trying to sell ice to anyone. Not in a snowstorm, not ever.

They're solving real problems for people who actually need solutions. And they're doing it by pulling together the right resources: their team, their tools, their knowledge, and increasingly, their AI.

It's a skill you build by paying attention, staying curious, and being willing to use every advantage you can get.

So forget the myth of the natural. The reps who win are the ones who figured out how to get the right help, at the right moment, for the right deal. Anyone can learn that.