When an interviewer asks the dreaded question, “What are your salary expectations?” do you squirm in your seat? Politely answer with some number, and then regret that you said did? Give a range that is below your worth thinking that the economy is bad and you don’t want to be left out of the running? Just feel awkward, start to ramble and hope no one notices your discomfort?
Salary discussions can be tricky even for seasoned sales professionals. Saying too much too soon can be a mistake. Deflect these questions if you can, and discuss salary only AFTER you have as much information as possible about job responsibilities and the company.
Candidates usually feel pressured to respond. We’ve been taught since we were kids to be polite and answer each question when asked. Many times we’d be better served if we just listened and followed up with a clarifying question. Interviews are one of those times when sales tactics rule. When asked, “What is the minimum salary you’d accept?” don’t respond with a base salary number that doesn’t take total compensation, benefits, paid time off and realistic travel or living expenses into consideration. Avoid feeling boxed in taking time to think. (Pausing is good!) Deflect the question by asking your interviewer one of these:
- What is the range for positions like this in your company?
- What are you offering?
- Before I can respond to your question, I need to know more about total compensation within your company…beyond a base salary number.
- I’m happy to discuss salary with you but first would like to know more about specific responsibilities of this position. Can we come back to your question a bit later?
Sometimes screeners won’t let you past GO if you don’t give them a number to work with. Be persistent but not adversarial. Try one of these in your own words, to get through awkward salary conversations:
Interviewer: What are your salary expectations?
- Answer: I expect your best offer because…
- Answer: I expect to be paid at or above the industry standard for this type of position.
- Answer: I am flexible within a range of $$ – $$. (Give a range only if you have done your research) I’m confident we can come to an agreement that works for both of us once we’ve had the opportunity to discuss the duties of the job in more detail.
Interviewer: What did you make at your last job?
- Answer: I’m not sure that is relevant for this job. I worked on contract… (Or) I held several different positions at different rates, for example…
- Answer: My role in that job and this one are quite different. My XYZ skills readily transfer to this job, but I’d be working in a different capacity.
When all else fails, do your salary research ahead of time. Be prepared to offer a real number (or range) and be confident in your delivery. Don’t undersell your capabilities or your worth.
