In sales opportunity analysis, the effect represents the tangible negative business results or consequences that arise due to the problem or need described. Detailing measurable impacts like lost revenue, decreased efficiency, staff turnover, and missed goals clarifies the seriousness of the effects.
Discussing specific effects builds a compelling case for change and solidifies the value of resolving issues versus vague generalities. Quantifying effects in terms of money, time savings, and metrics resonates with buyer motivations. The right solution can demonstrate how their capabilities directly address the detrimental effects faced by the prospect.