How To Answer The Dreaded "Salary Question"

One of the most dreaded questions in the interview process is "What salary are you looking for"?. At some point during the interview process, this is a question that is very likely to come up. The way you answer the question could determine whether or not you are hired.

When answering this question, many people add an extra 7K - 10K to what they were making previously. In many cases, this will eliminate that candidate on the spot. Many times, the person interviewing is willing to accept a lateral move or even a salary reduction, but will give a higher number in hopes they will receive a better offer.

Unfortunately, many of these individuals never receive offers. The hiring manager can be weary of hiring someone they know is looking for a higher compensation. They are thinking, if I hire this candidate, and they are offered another job making more money, then they are going to leave. The hiring manager is most likely to hire someone who maybe a little less qualified, but who will be content with the compensation. Therefore they do not have to repeatedly fill that opening. In order to avoid this situation, you have to be a little more creative with your answers. Below is a list of ideas of how to answer "What salary are you looking for"?

1) The best and most effective way to answer this question is by saying: "I am here to listen to the best offer you have". This does not put you in a situation where you have given them a number. You will not over or underprice yourself. You are letting the hiring manager know you want a fair compensation based on your skills and experience.

2) Focus on growth, other benefits, etc. Many people I work with have had high paying jobs in the past, but the economy has forced many of these individuals to accept lower paying positions. When the "salary" question is asked - focus on the job, the benefits, the growth potential or anything else that the company may provide that would be a reason why you would be content with a lower salary. (Note - You REALLY need to sell this, the hiring manager needs to believe that if you were offered a 15K increase from another company that you would not jump ship).

3) Be honest - Don't waste your time. If you know that 75K is the lowest offer you would be willing to accept, then let them know that. There is no reason to waste your time or theirs. This approach may eliminate you from the position, but if they are only budgeted to offer you 65K, then there is no reason to go forward in the interview process.

4) Be realistic and do your research - When you walk into the interview, you should have an idea of what the average salary is for the position for which you are applying. There are multiple websites that have salary information. Keep in mind, that your worth to your previous employer may not be the same to a prospective employer. Try to look at it from the hiring managers point of view. If you have been with a company for 20 years and were making $130K, unless you are at the top of your field, it is very unlikely you will be worth that to a new company. Take this into account when formulating your answer.

If you keep these things in mind when answering this question, you will have less of a chance of excluding yourself from a position. Be prepared to answer this question, know what you are going to say...this is not an issue you want to sound unsure.

Kenny Hanson is the owner of Hanson Consulting. He specializes in working with individuals who are looking for new employment opportunities. His main focus is writing cover letters, professional resumes and working with individuals on interview techniques. Kenny has worked in Recruiting and Human Resources for over a decade. He has worked with hundreds of different companies and has helped thousands of individuals locate employment. In addition, Kenny has been designated a Certified Staffing Professional by the American Staffing Association. He was recently dubbed "The Resume Writer" by Philadelphia Magazine. He can be reached via email at hansonresumes@gmail.com.