How to Answer the Salary Question During an Interview

Salary negotiation is one of the most daunting parts of the interview process, but it can also be one of the most rewarding. Most job candidates dread the inevitable moment when they’re asked, “What are your salary expectations?” It can feel like a trap, but if you’re well-prepared, it’s actually an opportunity to negotiate a compensation package that aligns with your value.

Let’s begin by debunking the biggest myth around salary questions: Your answer doesn’t have to commit you to a single number right away. The goal is to create a foundation for negotiation, not to pigeonhole yourself into a figure. In fact, it's better to avoid giving a fixed number too early in the conversation. By taking a strategic approach, you can turn this question into a tool for both parties to understand what you bring to the table and what the company offers.

Here’s the trick: Don’t answer too quickly. Take a breath, smile, and then respond with either a range or a question that redirects the focus on the company's expectations. Why? Because you don’t want to undersell yourself, and you definitely don’t want to aim too high without knowing the company’s budget for the role.

Let’s break this down with practical techniques:

1. Research, Research, Research

When preparing for any job interview, your research shouldn’t just focus on the company culture or job responsibilities. You need to know the industry standards for salary ranges. Use websites like Glassdoor, Payscale, or LinkedIn Salary Insights to gather data on what similar positions in your geographic area are paying. This information will arm you with a realistic range.

For instance, let’s say you’re applying for a marketing manager position in New York. You should know that the average salary range for such a role in that location might be between $85,000 and $110,000. With this knowledge, you can confidently anchor your salary expectations in reality.

Pro Tip: Keep in mind that compensation packages often include more than just salary. Be sure to research other benefits that can play a part in the negotiation process, such as bonuses, stock options, vacation time, and health benefits.

2. Flip the Question

One powerful approach is to politely flip the salary question back to the interviewer. For example, you could respond with something like:

"I’m more interested in understanding how the company values this role and what the budget is for this position. Could you share the salary range you have in mind?"

This not only puts the ball back in their court but also gives you valuable insight into their expectations. It’s a subtle, confident way to shift the focus without seeming evasive.

3. Provide a Range (But Be Smart About It)

If the employer insists on getting a number from you, give a salary range rather than a specific figure. Your range should be based on the research you've done. Here’s an example of how you might phrase it:

"Based on my research of similar roles in this industry and considering my experience, I’d expect the salary to be in the range of $95,000 to $110,000. However, I’m open to discussing this further based on the overall compensation package."

This approach shows that you’ve done your homework and that you’re flexible enough to discuss the complete offer, not just the salary. Flexibility is key in salary negotiations because it shows you’re willing to collaborate to reach a mutually beneficial agreement.

4. Deflect Until You Know More

In some cases, it’s best to avoid answering the salary question until you’ve had a chance to fully understand the responsibilities of the role. You could respond with:

"I’d like to learn more about the full scope of the job before discussing specific numbers. Could you tell me more about the day-to-day responsibilities and the team I’d be working with?"

This way, you delay the conversation until you’re in a better position to negotiate from an informed perspective.

5. Highlight Your Value First

Another effective technique is to remind the interviewer of your qualifications and experience before diving into salary specifics. Frame your answer by focusing on what you bring to the table:

"Given my five years of experience managing large-scale marketing campaigns and my track record of increasing ROI by 30% for my previous employer, I’d expect compensation in the range of $100,000 to $115,000. I believe this range is reflective of the value I can bring to your team."

By doing this, you reinforce the fact that your salary expectations are based on the value you provide, not arbitrary figures.

6. Know When to Walk Away

There’s a chance that after your negotiations, the employer might offer a salary that’s below your minimum acceptable range. Be prepared to walk away if necessary. It’s important to stay true to your worth. Politely thank the employer for their time, express your interest in the role, but also be clear that the offer doesn’t meet your expectations.

Here’s an example of how to phrase this diplomatically:

"I appreciate the offer and am excited about the opportunity. However, based on the market rates and my experience, I was hoping for something in the $X range. Is there any flexibility with the offer?"

If they say no and can’t meet your salary needs, it’s a sign that this may not be the right opportunity for you.

7. Understand Timing

Another crucial element to keep in mind is the timing of the salary conversation. In most interviews, the salary question comes up early in the process, but it’s often beneficial to delay this discussion until you’ve proven your value.

Here’s why: If you discuss salary too soon, the focus can shift away from your skills and fit for the role. Instead, you want the interviewer to see how perfect you are for the job before talking about salary. You can deflect early salary questions by saying:

"I’d love to talk more about compensation later in the process, but right now, I’m focused on ensuring that this role is a great fit for both of us."

8. Don’t Lowball Yourself

Perhaps the most important rule: Never sell yourself short. Often, job candidates undershoot when answering the salary question out of fear of pricing themselves out of a job. But lowballing yourself can backfire. Employers may question why you're willing to work for less than the market rate and may even think you're undervaluing your skills.

Instead, aim for the higher end of your salary range—this gives you room to negotiate and often results in a better overall offer.

Final Thoughts

The salary question is always a bit of a tightrope, but if you’re well-prepared and confident, it can become one of the easiest parts of the interview process. The key is to remain flexible, well-informed, and focused on your value rather than feeling pressured to give a number you’re not comfortable with.

Remember, the salary negotiation is just the beginning of what could be a long and rewarding career. Approach it with confidence, curiosity, and a clear understanding of your worth.