Handle the Salary Question Like a Pro

“What are your salary expectations?” For many jobseekers, the “salary question” is one of the most stressful and dreaded part of the interview. You don’t want to undersell yourself but you also don’t want to price yourself out of the running. The truth is, how you handle this conversation can have a major impact, not only on your paycheck but also on how your value is perceived by the hiring manager.

Here’s some good news: You can ace this interview question with less stress and more confidence by planning ahead. Here are the key steps to prepare and examples of how to put them into practice to get the pay you deserve.

Be Prepared and Research Market Value

Before you ever walk into an interview, it’s essential to research the going rate for your role in your industry and location. Salaries can vary widely depending on cost of living, demand for skills, and company size. Websites like Glassdoor, Salary.com, and the Bureau of Labor Statistics are great places to start.

Example 1: If you’re interviewing for a project manager role in Chicago, you might find the average salary range is $85,000–$105,000. Knowing this range keeps you from asking for $70,000 (and leaving money on the table) or $120,000 (and creating doubt about fit).

Example 2: For a software developer in Austin, research might show a range of $95,000–$120,000. If you walk into an interview and the employer offers $85,000, you’ll know you’re being undervalued compared to the local market.

Factor in Your Unique Value

Market research is the baseline, but your salary should also reflect what you personally bring to the table. Consider your years of experience, education, certifications, transferable skills, and unique accomplishments.

Example 1: A marketing professional with a bachelor’s degree and five years of experience might expect a salary at the midpoint of the market range. But if you also have a Google Analytics certification and a record of driving measurable revenue growth, you’re justified in targeting the higher end.

Example 2: A nurse with a standard license might fall within the median range for the area. However, if you hold a specialty certification (like oncology nursing) and have led training programs, you can confidently ask for compensation above the median.

Ask for Their Budget First

One of the best strategies is to politely ask what budget the company has in mind for the position before you share your number. This puts the employer’s cards on the table and ensures you don’t undervalue yourself. By asking first, you may discover that their budget already meets or exceeds your salary expectations.

Example 1: “I’d be glad to discuss salary. Could you share the budgeted range for this position so I can provide a thoughtful response?”

Example 2: “I want to make sure my expectations align with yours. Can you tell me what the salary range for this role is?”

Use a Broad Range

When you do give your numbers, it’s better to use a range, typically about 10–20% between the minimum and maximum. A range communicates flexibility while still anchoring the conversation. This approach gives you room to negotiate salary and keeps you from being pinned to one number.

Example 1: Instead of saying, “I want $70,000,” you might say, “I’m targeting between $70,000 and $80,000.”

Example 2: If you’re aiming higher, you could say, “Based on my experience and research, I believe $90,000–$108,000 is a fair range.”

Know Your Minimum

While flexibility is important, you also need to know your “walk-away” number, the lowest offer you would realistically accept. Importantly, your minimum should still be high enough to reflect your worth as a candidate.

Example 1: If you know you need at least $75,000 to cover your expenses and feel valued, then even if an employer offers $70,000, you’ll know it’s not the right fit.

Example 2: Suppose your minimum is $50,000 but your research shows the average for the role is $60,000–$70,000. Setting your floor too low could lead you to accept a weak offer. Instead, adjust your minimum upward to stay competitive.

Anchor with a Higher Number

When discussing ranges, lead with the higher end. This strategy, known as “anchoring,” sets the tone of the conversation and often results in offers closer to your target.

Example 1: Instead of saying, “I’m looking for $70,000–$80,000,” say, “I’m targeting $80,000–$70,000.” Employers tend to focus on the first number they hear.

Example 2: If you’d be comfortable with $95,000, anchoring your range at $100,000–$110,000 increases the likelihood of landing closer to $100,000.

Think About Total Compensation

Salary isn’t the only factor. Benefits, bonuses, paid time off, retirement contributions, and flexibility all add significant value.

Example 1: A job offering $85,000 plus excellent health coverage and a strong retirement match may be worth more than a $90,000 role with limited benefits.

Example 2: If a company offers a lower base salary but provides generous remote work flexibility, that may reduce commuting costs and improve work-life balance enough to make the offer more attractive.

Be Flexible, Confident, and Ready to Negotiate

Finally, approach salary discussions with confidence and a collaborative mindset. Employers respect candidates who know their worth but are also willing to work together to find a solution.

Example 1: If the employer says, “We were thinking $78,000,” you might respond, “I was aiming closer to $85,000 based on my experience and market data, but I’d be open to discussing the full compensation package.”

Example 2: If they counter with, “The most we can do is $82,000,” you could say, “That’s a bit lower than my target, but if there’s room to include a signing bonus or additional PTO, I’d be happy to consider it.”

Final Thoughts:

This isn’t just about money; it’s about showing your worth, your skills, and the value and impact you bring to the table. Now you can step into the salary conversation like a pro. When you prepare, know your value, and approach the conversation strategically, you take control of your career trajectory.

Remember: every negotiation is a chance to advocate for yourself and show that you’re ready for the role you deserve. Follow these tips and you’ll be able to walk away knowing you’ve set the bar for how you’ll be recognized and rewarded within the company.