Imagine you are presenting a condominium unit to a potential buyer who is very interested but hesitant to commit due to the high cost. How would you handle this situation?
RoleSales Representative
DifficultyEasy
TopicSales & Service
Asked at
Why This Is Asked
The interviewer wants to see if you can handle a realistic sales objection with patience, empathy, and resourcefulness, which is critical when dealing with high-value property investments.
General Approach
Explain a step-by-step process: first, understand the root of the hesitation by asking questions; then, address it with relevant product knowledge and benefits; finally, offer practical solutions like financing options, always respecting the client's timeline.
General Answer
Start by asking open questions to find the real source of hesitation, whether it's the down payment size, monthly amortization, uncertainty about long-term value, or simply needing time to decide, since 'too expensive' can mean different things. Reflect back what you heard to confirm you understood correctly. Then reframe the cost concretely: break the total price into a monthly amortization figure and compare it against what they'd otherwise spend on rent, and mention financing options that fit their situation, such as bank financing, developer or in-house financing, or a staggered down payment. Support this with specific, relevant facts about the unit and location rather than generic selling points. Offer a low-pressure next step that doesn't require an immediate yes, such as taking home a computation sheet, a second unit viewing, or a short conversation with a loan officer to get a sense of what they'd qualify for. Set a clear follow-up date so momentum isn't lost, but avoid pressuring them into a decision faster than their own timeline allows.
PH Interview Gotcha
A common Filipino mistake is to resort to overly familiar pressure like 'Sige na, sir, para sa pamilya niyo' (Come on, sir, for your family), which can sound insincere. Instead, use factual benefits and flexible payment options, and let the client feel in control.
Sample STAR Answer▾
S
Situation
While working part-time at a consumer electronics store, a couple was interested in a premium home theater system but hesitated due to the price tag of PHP 150,000.
T
Task
My task was to address their concerns without pressuring them, so they could make an informed and comfortable decision.
A
Action
I asked open-ended questions to understand their main worry, which was whether the investment was worth it for their weekend movie nights. I then demonstrated the sound quality difference compared to a mid-range system, explained the five-year warranty, and mentioned a 12-month installment plan with zero interest. I also shared a story of another customer who initially hesitated but later called to say it transformed their family time.
R
Result
The couple decided to purchase the system using the installment plan. A month later, they came back to buy additional speakers, and they referred a friend who also made a purchase.
Key Takeaway
Listening first and aligning solutions with the client's actual needs turns hesitation into a satisfied sale.
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