The Defined Problem Effect

Understand Your Buyer> How to Engage > The Defined Problem Effect

What is it?

The Defined Problem Effect is all about making the myriad of issues your clients face seem defined and thus “easy” to deal with.


Why does it work?

It works because your buyers come to you with a specific need and may feel confused/unsure or overwhelmed, they want a solution they can trust, a solution that will meet their needs and they want to see confidence, certainty and expertise.

By presenting the issues your buyers face as a defined list of maybe 2-6 items, it demonstrates empathy and understanding whilst providing a chance to connect.


How can you use it?

If appropriate to your offering, consider the main issues you solve and include those in your messaging. Think about the myriad of problems your buyers face and then collate them into clusters of similar issues. We’re trying to achieve a short, defined list which will not only demonstrate you are experienced and you understand, but allow your buyers to identify and relate.

Typically, your offering will do one of the following things when it comes to problem solving:

  1. Diagnose
  2. Avoid
  3. Minimise
  4. Solve
  5. Improve / Maintain
  6. Create
  7. Learn
  8. Opportunities
  9. Advantage
  10. Feeling


See also



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