The “How To” Guide for Discussing Salary during an Interview

So…How Much Are You Offering?
The “How To” Guide for Discussing Salary during an Interview

Talking about salary and compensation with potential employers can be one of the most intimidating tasks a job seeker faces. When and how you approach the topic is pertinent and should be handled with discretion. The timing of this discussion could make or break your chances of continuing in the interview process or could negate your interest in a job opening.

Shawntee White-Yates, Executive Recruiter, who has helped thousands of job seekers for more than a decade, offers the following advice:
1. If a recruiter is involved in your process, discuss all salary requirements in depth from the very beginning.
(Then there will be no need to discuss salary at all during the interview because he/she will handle the negotiating for you when an offer is made)

2. If a recruiter is not involved, this is usually discussed at the very beginning. The first call you receive or conversation you have with a hiring manager should include salary as one of the pre-screening questions.
(If not, you may want to follow-up with a phone call to inquire about the salary range or hourly rate of the job)

If for whatever reason salary is not discussed during the initial screening conversation, she suggests that you ask immediately during your next discussion with the hiring manager or whoever is scheduling you for an interview. Otherwise, it could be a waste of valuable time if the salary is not within your desired range or at least negotiable.
Good Luck on your search!

Tawana Wood, Chief Resume Writer for CountrysBestResumes.com says “job seekers must view interviews as sales calls.” According to Ms. Wood, salary and benefit negotiations are a part closing a deal. “Job seekers are selling their skills and abilities to potential employers who are investing/purchasing their expertise.”

Mrs. Wood recommends job seekers do the following:

1. Research the Market
Research how much professionals are being compensated for in the same or similar functions. Review salary surveys, industry related publications and associations for resources, job advertisements, as well as, consult with those in your network. Job seekers must also keep in mind that their geographic area plays a significant role in determining pay levels, salaries in NY will differ from those in FL.

2. Know About The Company
Like a Sales Professional, know your prospect. Research the company’s financial situation; do they have the resources and market position to support the salary you are seeking? It is critical that you find out this information before attempting any salary negotiation.

3. Are there Perks?
Are there things other than financial rewards that will attract you to a company? Consider what the full compensation package will look like. Does the company offer a good work/life balance? Do you receive healthcare benefits? Do they offer specialized training or tuition re-imbursement? “I accepted my job because it was close to my home and offered telecommunicating options” say Jerrod Stalls, Field Technician in Maryland. “I accepted the position because they offered me four weeks vacation the first year and six weeks for the year following” says Darrien Jones, IT Director in California.

Determine which factors are critical to you. Look at your whole picture…compensation today and retirement for tomorrow.

4. Distill Value
In order to close the deal you must distill value. A successful sales professional overcomes objections by distilling value. Highlight your achievements in a quantitative and qualitative manner. Your resume should focus on what you do well and be used as a guide to help you demonstrate your stuff to a potential employer. Employers are looking for solutions. Show how your experience and expertise will help them save money, make money, change, or do something new. The better you are at showing your worth, the more likely you are to negotiate a better deal.

5. Be prepared to Answer the Question
When the time is right the employer may ask you what your salary requirements are. Based on your thorough research you will be ready to respond. Never just say “I’m Flexible” if asked the question, give them a range mid XX’s to upper XX’s. If an employer doesn’t ask, then ask them. “How much has been budgeted for this position?”

6. Ask for an official offer letter with your compensation included
To officially close the deal, request the employer send you an offer in writing outlining the specifics of the offer including your key responsibilities, start date, salary and special arrangements.

Tawana Wood is a recruiter and Chief Resume Writer for The CountrysBestResumes.com, she has personally written more than 7,000 resumes for today’s top executives worldwide. http://www.CountrysBestResumes.com

Shawntee White Yates is a recruiter with more than 15 years’ experience in Executive Recruitment and Human Resources Management, she has worked for leading companies including Aerotek.