Which question focuses on the personal impact of solving the problem?

• A. How would implementing this change help you personally?
• B. How long has this been going on?
• C. What budget do you have?
• D. Who would be affected?

Answer: (A)

The key idea here is identifying personal impact—the direct benefit to the individual solving the problem. The option that asks how implementing this change would help you personally targets the buyer’s own life, outcomes, and motivation. It invites them to articulate what they gain, feel, or avoid personally, which is a powerful driver for moving toward a solution.

The other questions focus on aspects outside the individual’s personal benefit: duration of the issue (how long it’s been going on), budget (what funds are available), or broader effects on others (who would be affected). While these matter, they don’t tap into the personal payoff that often compels someone to act.