The term problem is from late 14c., "a difficult question proposed for solution," from Old French problème (14c.) and directly from Latin problema, from Greek problema "a task, that which is proposed, a question;" also "anything projecting, headland, promontory; fence, barrier;" also "a problem in geometry," literally "thing put forward," from proballein "propose," from pro "forward."
Problem questions are used in the sales situation to identify opportunity. What gaps need to be filled at your prospect? The prospect my not be aware of the problem. Delve into common places where solutions fill in the gaps.
Projecting problems, barriers in the headland, forward a progress