Tell me about a time when you had to convince someone to make a significant financial decision. What did you do to address their concerns?
Why This Is Asked
Sales representatives must handle objections skillfully to close deals. No verbatim reported questions exist for this role; this question is grounded in DMCI Homes' confirmed duty of advising clients on property purchases, where hesitation about big-ticket condo investments is common.
General Approach
Share a specific example that shows active listening, addressing concerns with tailored benefits, and providing a clear path to decision. Emphasize empathy and reassurance.
Sample STAR Answer▾
Situation
During my internship at a local retail store, a customer was interested in a high-end appliance but was hesitant due to the cost and long-term commitment.
Task
I needed to help the customer feel confident that the purchase was worthwhile and within their budget.
Action
I first listened carefully to her specific needs and budget concerns. Then I highlighted the product's durability and energy-saving features, which would save money over time. I also shared a relatable example of another customer who initially had similar doubts but was very satisfied after purchasing. I offered a flexible payment plan option the store had, breaking down the monthly cost to make it feel more manageable.
Result
The customer ultimately decided to purchase the appliance, and she later returned to thank me for the guidance, saying she was very happy with her decision.
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- •STAR Structure
- •Specificity & Numbers
- •Ownership Language
- •PH Workplace Context
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