Advice for a New Salesperson

Someone asked me a really interesting question recently. The query came from a sales professional who is brand new to the industry. Think for a moment about your own response to the following:

“What is the single most important question in the entire sales conversation?”

I’m curious as to your thoughts on that question. Perhaps I could persuade you to offer your response in the comment box below.

Here was my response: “Why are you thinking about moving?” To me, the motivation question gives you the clues you need to really understand what is happening in the customer’s life. Before you can provide a solution you had better understand the problem. The motivation question tells you what you need to know.

Your thoughts????