Imagine you are reaching out to a potential seller who has been hesitant to join Lazada. How would you convince them?
RoleBusiness Development Associate
DifficultyMedium
TopicSales & Service
Asked at
Why This Is Asked
This situational question tests persuasion, objection handling, and understanding of merchant acquisition fundamentals, which are core duties of the role. It is grounded in the confirmed practical challenge theme, though not a verbatim reported question.
General Approach
Use a consultative approach: ask questions to understand the seller's hesitations, then position Lazada's seller tools, logistics support, and large customer base as solutions. Show empathy and persistence.
General Answer
Lead with questions rather than a pitch: ask what specifically is holding the seller back, whether it's unfamiliarity with online selling, concern about fees and margins, logistics complexity, or a past bad experience with another platform, since a generic pitch about platform benefits won't address the actual objection. Once you understand the specific hesitation, respond to it directly: if it's operational complexity, walk through the actual onboarding and fulfillment support available; if it's about cost, be transparent about the fee structure and how it compares to their current sales channel economics; if it's about competition on the platform, talk through how visibility and search placement actually work rather than promising guaranteed results. Where possible, use social proof relevant to their category, such as comparable sellers who successfully made the transition, to make the opportunity feel concrete rather than abstract. Offer a lower-commitment starting point, such as listing a smaller product range first, so the seller can test the platform without fully committing their business. Follow up with patience rather than pressure, since hesitant sellers often need a couple of respectful touchpoints before they're ready to commit.
PH Interview Gotcha
Candidates often say 'Sir, marami pong benefits, mag-join na kayo' without probing the seller's specific pain points. Instead, ask questions first and address their exact concerns professionally.
Sample STAR Answer▾
S
Situation
During my internship at a small e-commerce startup, I was tasked with calling potential sellers to sign up for our marketplace. One seller was skeptical because they had a bad experience with another platform.
T
Task
I needed to overcome their objections and highlight the unique benefits of our platform, specifically our support for new sellers.
A
Action
I listened carefully to their concerns about high fees and lack of support. I then explained our zero-joining-fee promotion and assigned a dedicated account manager for the first three months. I shared a success story of a similar small business that doubled its sales after joining. I followed up with an email summarizing the benefits and offered a one-on-one walkthrough of the onboarding process.
R
Result
The seller agreed to a trial period, signed up the next week, and became a consistent monthly seller after seeing initial orders.
Key Takeaway
Active listening and providing tailored incentives are key to converting hesitant merchants.
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