Handling the “Money Question” is often the most stressful part of an interview. After 25 years in executive recruiting, I’ve seen candidates accidentally end their candidacy simply by answering too specifically or discussing too early.
The goal isn’t to hide your worth—it’s to avoid pigeonholing yourself before the hiring manager is fully sold on your value.
Here is how to navigate the salary talk like a pro:
- The “Fit-First” Pivot
If asked early, emphasize the match over the money.
- Try this: “I’m confident that if we find I’m the right match for this role, we can come up with a fair and equitable structure. Right now, I’m focused on ensuring this is the right fit for both of us.”
- The “Broad Strokes” Range
If they insist on a number, don’t give a single figure. Give a range that includes your total compensation (bonuses, incentives, etc.).
- Try this: “In my recent roles, I’ve been accustomed to earning between $X and $Y. That range is broad because it accounts for the total package, and I’m flexible depending on the full opportunity.”
- The “Contract-to-Perm” Translation
If you are moving from hourly or contract work to a full-time role, translate your value into an annual figure.
- Try this: “My recent contract roles averaged roughly $60k annually. However, I’m flexible for a permanent position with a firm that offers long-term growth and a solid total benefits package.”
🚩 What NOT to say:
- “I won’t even look at a position unless it pays X.”
- “I was told the job paid X, so that’s what I need.”
- “I need at least a $20k raise to even think about moving.”
The Golden Rule: You can’t say “no” to an offer that hasn’t been made yet.
When a hiring manager asks about money, it’s a buying signal. They are interested! Use that momentum to keep the conversation moving forward rather than drawing a line in the sand.
Enjoy the process and good luck!
#Recruitment #InterviewTips #CareerAdvice #SalaryNegotiation #Hiring
