Working as a Sales Negotiator for Bernard Marcus, one of the UK’s leading estate agencies, is a dynamic and rewarding career path. This role focuses on building strong client relationships, negotiating property sales, managing viewings, and achieving sales targets in a competitive property market. With base salaries typically ranging from £20,000 to £28,000 (excluding bonuses and commissions), experienced negotiators can push well beyond £40,000 per year with performance-based earnings.
Whether you’re a seasoned negotiator or breaking into the industry, the interview process is your gateway to an exciting role with excellent growth prospects. Below are 20 interview questions you’re likely to face—complete with strategic answers to help you stand out.
1. Tell us about yourself.
Focus on your background in sales, real estate, or customer service. Keep it concise and relevant.
Sample Answer:
“I have a strong background in customer-facing roles, with three years in sales and one year in real estate. I’m passionate about property, target-driven, and love building relationships with clients to help them find their ideal home.”
2. What do you know about Bernard Marcus?
Demonstrate research and genuine interest.
Sample Answer:
“Bernard Marcus is part of the Connells Group and has over 300 branches across the UK. You’re known for strong market presence, award-winning service, and structured training for staff. I admire your focus on career development and customer satisfaction.”
3. Why do you want to work as a Sales Negotiator?
Highlight your passion for property and people.
Sample Answer:
“I enjoy the fast pace of sales, love helping people make big life decisions like buying a home, and find negotiation both challenging and rewarding. This role perfectly blends those aspects.”
4. How would you handle a difficult client?
Show empathy, professionalism, and problem-solving skills.
Sample Answer:
“I’d listen actively, acknowledge their concerns, and look for a practical solution. Keeping calm and communicating clearly is key. If needed, I’d involve a senior colleague to resolve the issue constructively.”
5. What experience do you have with property sales or lettings?
Be honest and highlight transferable skills if you lack direct experience.
Sample Answer:
“I’ve worked in retail sales for two years, consistently hitting targets. While I haven’t sold properties yet, I understand the sales funnel and I’m a quick learner. I’m currently studying property regulations in my spare time.”
6. How do you stay motivated in a competitive environment?
Mention goals, incentives, and mindset.
Sample Answer:
“Setting personal sales goals, tracking progress, and celebrating wins keeps me focused. I also thrive under pressure and enjoy friendly competition—it pushes me to give my best.”
7. Describe your approach to a first-time buyer.
Balance guidance with enthusiasm.
Sample Answer:
“I’d ensure they feel comfortable by explaining each step of the buying process. I’d ask clear questions to understand their needs, offer suitable listings, and stay in regular contact to build trust.”
8. How do you prioritize tasks during a busy day?
Time management and organization are key here.
Sample Answer:
“I start by reviewing my schedule and setting clear priorities based on urgency and client needs. I use digital calendars and CRM systems to manage viewings, follow-ups, and paperwork efficiently.”
9. How do you handle rejection or failed deals?
Focus on resilience and learning.
Sample Answer:
“Rejection is part of sales. I view every failed deal as a learning opportunity and ask for feedback when possible. I stay focused on the bigger picture and move on to the next opportunity.”
10. What makes you a good negotiator?
Highlight confidence, listening, and adaptability.
Sample Answer:
“I listen more than I speak, understand both sides’ needs, and find win-win solutions. I stay calm under pressure and use data to support my points, helping clients feel informed and confident.”
11. How would you build a strong client relationship?
Talk about communication, honesty, and consistency.
Sample Answer:
“By being responsive, transparent, and reliable. I believe in under-promising and over-delivering—if clients trust me, they’re more likely to stay loyal and refer others.”
12. How would you deal with missing a sales target?
Demonstrate accountability and solution-focused thinking.
Sample Answer:
“I’d analyze what went wrong—whether it was market conditions, client engagement, or time management. Then I’d adjust my strategy, seek feedback, and work harder to hit the next target.”
13. Are you comfortable working on weekends and evenings?
This is often required in estate agency roles.
Sample Answer:
“Yes, I understand property viewings often happen outside regular hours. I’m flexible and committed to providing excellent service when clients are available.”
14. What CRM systems or tools have you used?
Show you’re tech-savvy or willing to learn.
Sample Answer:
“I’ve used Salesforce and internal systems to track leads and manage customer data. I pick up new software quickly and am confident with digital tools.”
15. How do you ensure follow-up with leads?
Reliability and system use are key.
Sample Answer:
“I use reminders and notes in the CRM to follow up consistently. I believe timely follow-up builds trust and keeps clients engaged throughout their property journey.”
16. What would you do if a property isn’t selling?
Talk about creativity and persistence.
Sample Answer:
“I’d review pricing, gather feedback from viewers, and discuss improvements with the seller. I might suggest new photos, staging, or re-marketing the property in a fresh way.”
17. Describe a time you worked to a tight deadline.
Use STAR format: Situation, Task, Action, Result.
Sample Answer:
“At my last job, we had a major sale launch that required contacting 100+ clients in 48 hours. I organized my time, delegated where possible, and achieved 95% contact rate, resulting in record sales.”
18. What would you do in your first 30 days here?
Show initiative and eagerness.
Sample Answer:
“I’d focus on learning the local market, understanding your systems, and building rapport with the team. I’d aim to shadow senior negotiators and contribute to lead generation as soon as possible.”
19. How do you respond to pressure?
Give a clear and confident answer.
Sample Answer:
“I perform well under pressure. I stay focused, break tasks into steps, and manage stress by staying organized. I see pressure as a motivator to excel.”
20. Do you have any questions for us?
Always ask something insightful.
Sample Answer:
“Yes—what does success look like in this role in the first 90 days? Also, how do you support ongoing professional development for negotiators?”
Final Interview Coaching & Encouragement
Preparing for a Bernard Marcus Sales Negotiator interview is all about showcasing your people skills, sales instincts, and commitment to growth. Dress professionally, arrive early, and bring printed copies of your CV. Practice your answers, but speak naturally.
Top Tips:
Use the STAR method for situational questions.
Research the local property market near your potential branch.
Send a thank-you email afterward—professionalism goes a long way.
Remember: you’re not just selling homes—you’re selling trust and experience. Show them you’re ready to deliver both.
