Tell me about a time you presented a product or service to a client and negotiated the sale.
RoleSales Representative
DifficultyMedium
TopicBehavioral
Asked at
Why This Is Asked
Sales requires confidence, consultative selling, and the ability to overcome objections; this question tests your closing skills and how you build value, essential for property presentations.
General Approach
Pick a specific example, even from non-property sales, and structure it with STAR: how you diagnosed the need, demonstrated the fit, and negotiated a win-win. Emphasize listening, patience, and the final outcome.
General Answer
Start by picking one concrete sale, even if it was not property, because the hiring manager is looking for your process, not your product. Walk them through how you first listened to the client, what their actual need was, and how you matched your offering to that need before any talk of price. Say plainly that you treated objections as questions, not rejections, and that you stayed calm when the client hesitated. When price came up, explain how you reframed the value instead of apologizing, for example by pointing out long-term savings or a feature that solved their specific problem. Show that you negotiated with flexibility, perhaps by adjusting payment terms or bundling a service, but that you never gave away the core value. Close with the outcome, the numbers if you remember them, and what the client said afterward. If the negotiation happened in a Philippine setting, mention how you handled the Taglish back and forth or the client's concern about monthly amortization, and how you kept the conversation respectful and solution focused. The key is to sound like someone who wins by understanding, not by pushing.
PH Interview Gotcha
Many Filipino applicants nervously over-apologize with, 'Sorry po, mahal po kasi talaga e' when price resistance comes up, which weakens your position. Instead, reframe: 'I understand the price is a consideration. Let me show you how this unit meets your needs better and can even save you money in the long run.' This keeps the negotiation professional.
Sample STAR Answer▾
S
Situation
While working part-time at a gadget retail store, a customer came looking for a laptop but was hesitant because of a high price tag and thought a cheaper model would be enough.
T
Task
I needed to demonstrate why the more expensive unit was worth the investment and handle his objection without sounding pushy.
A
Action
I asked questions to understand his main use, video editing for his YouTube channel. I then demoed the processor speed and graphics rendering live on both models. I compared boot-up times and explained how the cheaper one would lag on his projects. To close, I offered a bundle with a free bag and mouse if he took the premium unit today.
R
Result
He agreed to buy the higher-priced laptop and also added a service plan, making the total sale 30% above our average ticket. He later returned to purchase accessories.
Key Takeaway
Tailoring the pitch to a customer's exact need and showing real-time proof converts objections into sales.
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