Checkpoint: Point at issue

"Run into Problems" was a Checkpoint themed article topic. I received a lot of continuous feedback and questions about the "5-Step Solving Process" discussed. In particular, the most effective way to identify the important point at issue or the crux of the matter.

Below is one of the questions received from a follower that requested to remain anonymous. Permission was given to share with all of us for learning, growing and feedback.

Hi Dan,

I aim to be a solution seller. The diagnosis of solutions is not easy for me when confronted with challenges. I might just overcomplicated it. Any suggestions on getting to the most important issue to solve.

Thanks.

Solution Seller

Two key parts of getting to the crux of an issue are: problem framing and solutions space.?Problem framing?is a better way to comprehend specific problems so that you know how to solve them in real time.?Solutions space?is finding solutions after reframing the problem.

An article called "Are You Solving The Right Problems? Reframing them can reveal unexpected solutions" by?Thomas Wedell-Wedellsborg?tackles reframing and how it can reveal unexpected solutions.

The solution finding process using an elevator within the article is a great way to keep it simple and not overcomplicate given the question received from Solution Seller.

The key takeaway is different aspect(s) of a problem can sometimes lead to radical improvements and spark solutions.

From a sales perspective, problem framing is defining the problem that you are solving. Once the problem is defined, the impact for customers and then the contexts in which it happens.

A sales team used the problem framing plan to clarify the challenge with performance when it comes to in-person and e-commerce sales for local retail stores.

1. Who- Who is facing the problem?
2. What- What are the signals saying that their is a problem(s)?
3. When/Where- What are the conditions where we observed the problem?
4. Why- Why do we think this is happening?

Problem statement example from the who, what, where/where and why framing plan:

Local hardware store-

1. Who- Local independent hardware store
2. What- Orders reflect in-store purchasing only compared to online orders and customer store pick-up that caused lower market share
3. When/Where- Increase focus on home preservation versus home innovation when competitors launch campaigns
4. Why- Consumers are most interested in being empowered to tackle home projects and the easy of use when obtaining home improvement items on their own time

Problem statement:?The local hardware store is losing market share compared to larger big box stores online post initial pandemic changes among those who have made an order and ship commitment. Because the local hardware store has not moved fast enough to keep up with competitors in the area of free pickup with online orders.

I hope that question and the topic was helpful. It tackles both the concept of reframing and how solving a solution(s) from it.

Thanks again for joining the newsletter and will continue to respond to the group. Please feel free to share with anyone who can benefit from the discussion and lessons learned.

Questions can be added?here.

Thank you.

DP