One of the toughest interview questions is “What did you make last year”. Or, “What is your salary requirement?” It’s just so easy to say $30,000---or whatever the amount.
So simple to answer-----but so dangerous.
A direct answer to most interview questions is the best policy. In this case, however, a direct answer may cause you to be eliminated from further consideration.
The salary question is asked for only one reason, to disqualify you. The recruiter has many resumes and must reduce the number quickly. The salary question is the best method.
From your standpoint, however, when you name a number—any number—you lose. How so, you ask?
If you state a number that is too low you may to seen as under qualified. The recruiter may reason “How could he/she possibly have the right experience at such a low salary?”
On the other hand, if you name a number that is too high you may be seen as over qualified. “We can’t afford to pay that much.”
And, naming a number that is in the range may limit your ability to negotiate a higher salary when the job is offered.
But what to do?
Try this. Simply say “I was well compensated in my last job, but what is the hiring budget for this job?” You may be pleasantly surprised at how often the recruiter will tell you the range. You can then say “It sounds like we can work something out when the time comes. In the meantime, please tell me about-------“; and then change to subject. Ask about anything other than salary or benefits.
Using this approach may save you from elimination during the screening process. It can also position you for a better salary negotiation when the job offer comes your way.
