Which metric is addressed in Part Three questions?

• A. How is this problem affecting your company's sales, production, profitability, or scheduling?
• B. How much time are you spending each day dealing with this problem?
• C. How much does it cost to fix these problems?
• D. Have you lost clients because of these issues?

Answer: (C)

Part Three questions are aimed at the financial dimension of solving the problem—the cost to fix it and the resulting ROI. This line of questioning helps you quantify what it will take to resolve the issue and compare that investment to the benefits of fixing it, making it easier to justify action to a buyer. The option that describes the cost to fix these problems matches this objective exactly, which is why it’s the best fit. Other options describe consequences or impacts of the problem (like sales impact, time spent, or losing clients), which are important but usually addressed in earlier parts of the discussion rather than the cost-to-fix metric.