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?
RoleSales Representative
DifficultyEasy
TopicSales & Service
Asked at
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.
General Answer
Start by anchoring your story in a specific moment where the buyer's hesitation was loud and clear, not just in what they said but in what they avoided saying. Explain that you first let them voice every worry without interrupting, whether it was about cash flow, resale value, or the timing of the purchase, and that you mirrored their concern back to show you truly heard it. Then, say plainly that you reframed the conversation from price to value, not by calling the property cheap, but by walking them through the concrete numbers, like monthly amortization versus rental income, or the long-term appreciation in that specific location. Be honest that you did not push for a same-day decision; instead, you gave them a clear next step, such as a payment plan breakdown or a site visit, and you followed up within a few days to answer any new questions. In the Philippine context, acknowledge that big-ticket decisions are often family decisions, so offer to include their spouse or a trusted relative in the discussion, and reassure them about the developer's track record and the security of their investment. Close by emphasizing that your goal was not to close a sale but to help them feel confident, and that confidence, not pressure, is what moved them forward.
PH Interview Gotcha
Filipino candidates sometimes over-apologize or downplay the cost, saying 'Mura lang naman, ma'am' which can sound dismissive. Instead, acknowledge the expense while focusing on value and long-term benefits.
Sample STAR Answer▾
S
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.
T
Task
I needed to help the customer feel confident that the purchase was worthwhile and within their budget.
A
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.
R
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.
Key Takeaway
Building trust by addressing concerns with empathy and practical solutions helps people overcome hesitation.
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