Salary Questions and Answers

Tips from the Leadership Coach

Salary Questions and Answers

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There comes a point in most interviews when the question of compensation comes up. It is best to avoid this discussion for as long as possible in the interview process, but if it comes up, try to deflect the question and turn it back to the interviewer. The objective is to have the interviewer state a salary before you do. Here are some tips from our leadership coach on how to respond to the salary question.

 Potential Salary Questions

  • What salary do you want?
  • What salary do you have in mind?
  • What salary are you looking for?
  • What is it going to take to take to get you on board?
  • What are you making now?
  • What is your currently salary?
  • What are your past earnings?
  • What did you make in your last position?

 Possible Responses: Practice these until you find something that sounds natural and comfortable for you.

  • I’m sure you have a figure in mind. What have you budgeted for the position?
  • I believe, and I’m sure you agree, that salary should be based on the responsibilities of the position and what I can contribute. I would like to learn more about the responsibilities of the position so I can discuss better what this job is worth. What do you see the job being worth based on the responsibilities you know of the job?
  • Salary is not the most important thing to me. The quality of the company and the responsibilities of the position are very important to me. It is more important to me to be sure the position is the right match for my skills and interests. (Stress that you are looking to make a long-term commitment in a company and a career, and to find that optimal niche you are willing to be somewhat flexible if necessary regarding compensation).
  • Compensation is an important issue, however, my goal is to pursue positions that will allow me to maximize my strengths and solve significant challenges within an organization, with a strong fit between my skills and the company’s needs. When that happens, I’m sure the compensation will fall into place.
  • I hesitate to disclose compensation figures because the position we are discussing contains elements that differ from my most recent position. We may be comparing apples to oranges in terms of size of organization, location of company and the cost of living in the location. My goal is to arrive at a salary level that reflects the breadth of the responsibility of the position.
  • Perhaps it is too early to discuss salary. Let’s see if I’m what you need and if your company is what I am looking for. Could we discuss salary a little later? (Are you making me an offer?)
  • I’m sure we can come to a salary agreement if we both agree I am the right person for this job. So, can we agree to table salary until later? (Then redirect the conversation with a question regarding skills, responsibilities. For example, are you saying that _________ experience is needed for this position?)
  • Let’s talk about how I can make you money or save you money and then I’m sure you will be willing to make an investment in me that we can both agree to.
  • I won’t require a salary that’s outside the industry market. This could throw us off focus on important issues of what I can do. Can we discuss salary later?
  • I have no upper limits. What did you have in mind?
  • I believe an employee’s worth is measured by his or her contribution to an employer. I expect to contribute and be paid a salary commensurate with that contribution. I would not have come to this interview or have been interested in your company if I had not felt you would be fair and the range you pay would not fit me.
  • Frankly, salary is not so much a concern to me as knowing if I can meet your needs. If I understand, you need ___________ to do this job. Is that right?
  • I am pleased that you are prepared to discuss money at this point. What is the salary range for this position?
  • Well, I am sure you have something fair and reasonable in mind. May I ask you what you have budgeted for this position?
  • I am certainly prepared to discuss money in specific terms after we have mutually agreed on job requirements and scope.
  • (If forced to respond): I understand the market is paying $_______ to $_______ range. (When you do state a range, you must then state why you believe you are worth what you want. Negotiate from a position of strength and not greed.) What range are you thinking for this position?
  • I am interested in finding the position that has the challenge, growth possibilities, and people I enjoy working with. So far this position seems to have it all: commitment, the people, and my role in contributing to the goals of the company. While money is important, I am not locked into a set figure. However, since you have brought the subject up, what kind of range did you have in mind for this position?
  • Salary won’t be a problem. But I’m not fully clear on the job scope, so maybe we can talk more about that. I’m very flexible, and I’m sure that when we come to some agreement on the job, we can work out the salary.
  • I’m making very good money right now, and I deserve it. But I know that salary will not be a problem. I’m a fair person and I’m sure you are too. I know we will come to an agreement.
  • I am being paid very well, and I’m worth it. But I am very interested in your company and I am willing to make an investment in this if you are. As far as I’m concerned, salary won’t be a problem.
  • Well, if what I earned was higher than what you wanted to pay, you might think that I’m overqualified. If it is under, you might think me under-qualified. I would prefer to be judged on my ability to do the job. What did you have in mind?

If you are forced to give an answer:

  • My current compensation package is in the range of $_______ to $_______ , and my research indicates that your firm’s salary philosophy is competitive. Am I correct?
  • I am earning very good money right now in the $_______ to $_______ range, depending on bonuses. And I am certainly worth it. But I am very interested in your company, and I know we can work something out.
  • I made in the (high or low) $_______.
  • My current position is worth $_______. However, it seems that positions like mine in the marketplace are worth a base salary of $_______.

What would you like to be earning (two, five or ten years from now)?

  • At any point in my career, I’d like my salary to keep pace with inflation and be competitive with what similar positions pay.
  • However, I don’t see myself as an average employee. I always strive for excellence and never settle for anything less that above average. My income should reflect that.
  • I believe that my compensation is an investment by the company that earns a return on my work. The higher the rate of return, the more the company should invest. If I’m not performing at anytime, I should not be here. I have no illusions about employment as a value for the value relationship.

What is your salary history?

  • I would be happy to give you specific numbers and percentages of increase from year to year, but I am not able to recite them from memory now. Salary is not as important to me as opportunity.
  • At every salary review, I received merit increases. My salary has always been reflection of my work progress and contribution to my employer’s success.

Have you ever been turned down for a salary increase?

  • I have not had to ask for a raise. My performance evaluations have always been positive and my salary reviews have consistently resulted in increases. I have never been refused a raise because of inadequate performance.

Do you expect to be rewarded with salary increases for the work you consider to be well done?

  • Not necessarily. Financial rewards don’t always follow the effort, and there are many other ways to feel like I am making a contribution and being successful.
  • Like most people, I want my income to increase. But I realize that there are other considerations. Recognition in the form of monetary reward is always gratifying, but it can be more fulfilling to meet a challenge with success and see the results of my efforts on the job. That is a personal type of reward no amount of money can buy.

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