The Most Uncomfortable Question in Inteviews
Blow the salary question in a job interview, and you're dead. Many people find this to be the most uncomfortable interview topic. So how do you handle it right?
It's critical to convey confidence. If you're the right person for the job, money won't be an issue. Prep yourself by memorizing a couple good phrases to postpone talking about money.
One phrase should answer the employer's question: "What kind of money are you looking for?" The other answers, "How much are [were] you earning in your current [last] job?"
Generally, the employer wants to be sure he/she can afford you and you've got the right stuff for the job. Research can provide you with a ballpark amount for what the employer can afford. Of course, it's hard to know for sure these days.
Use one of these phrases:
"I'm very uncomfortable talking about money right now. I think you can understand that I Don't want to be screened out because my salary was too high or too low. Can we talk about the job? If the fit is good, we won't have a problem finding a number that works for both of us."
"It's really tough to have this discussion before I know how I can produce value for you. Can we talk about that before discussing salary?"
"I'm sure your pay is more than fair. If you make a decision to hire me, I'm not worried—we can work something out."
Here's how a man who was changing careers and facing a big cut in pay handled the issue:
"Well, frankly, I was earning a lot of money. But since I'm changing industries, I'm really not expecting that you'll pay me what I was earning before. I'd like to fit into the company pay scale."
An aggressive response from a salesperson: "If I was working for you, I would NEVER reveal that kind of information to a customer. (Smiling) With all due respect, I'm not going to reveal that to you either."
These days, employers often are insistent. In that case, you might say: "I imagine that you can't afford to pay what I was making. What range are you thinking about?
or
"Give me an idea of the range you have in mind, and I'll let you know if we're in the right ballpark."
Handling these questions can keep you from being quickly rejected.
[For more information, see Jack Chapman's book, "Negotiating Your Salary: How to Make $1,000 A Minute"].
It's critical to convey confidence. If you're the right person for the job, money won't be an issue. Prep yourself by memorizing a couple good phrases to postpone talking about money.
One phrase should answer the employer's question: "What kind of money are you looking for?" The other answers, "How much are [were] you earning in your current [last] job?"
Generally, the employer wants to be sure he/she can afford you and you've got the right stuff for the job. Research can provide you with a ballpark amount for what the employer can afford. Of course, it's hard to know for sure these days.
Use one of these phrases:
"I'm very uncomfortable talking about money right now. I think you can understand that I Don't want to be screened out because my salary was too high or too low. Can we talk about the job? If the fit is good, we won't have a problem finding a number that works for both of us."
"It's really tough to have this discussion before I know how I can produce value for you. Can we talk about that before discussing salary?"
"I'm sure your pay is more than fair. If you make a decision to hire me, I'm not worried—we can work something out."
Here's how a man who was changing careers and facing a big cut in pay handled the issue:
"Well, frankly, I was earning a lot of money. But since I'm changing industries, I'm really not expecting that you'll pay me what I was earning before. I'd like to fit into the company pay scale."
An aggressive response from a salesperson: "If I was working for you, I would NEVER reveal that kind of information to a customer. (Smiling) With all due respect, I'm not going to reveal that to you either."
These days, employers often are insistent. In that case, you might say: "I imagine that you can't afford to pay what I was making. What range are you thinking about?
or
"Give me an idea of the range you have in mind, and I'll let you know if we're in the right ballpark."
Handling these questions can keep you from being quickly rejected.
[For more information, see Jack Chapman's book, "Negotiating Your Salary: How to Make $1,000 A Minute"].
Apr 5, 2012 by
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