Two Of The Most Difficult Interview Questions
“How much do you currently make?”
“How much are you looking for?”
Almost everyone has had the experience of being in a job interview, having things go well when, seemingly out of nowhere, the interviewer asks one of the above questions. A most uncomfortable moment indeed!
So, why do they ask those questions and how should you answer them?
The first issue is simple…they use the queries as screening tools. If you make a lot more than the potential job pays, you are not a good candidate for the position. If your salary expectations are way above what their range is, you are, again, a non-qualified applicant. And, the interviewer can bring the meeting to a quick close and not waste time. Trouble is, you may be the best candidate he’s going to see, but he doesn’t know it yet and has just pulled the plug on this interview.
Therefore providing the employer this data too early in the interview could ruin what might turn into a positive situation where the dollar issue could be resolved by two people interested in making things work.
The key then is to delay actual disclosure of hard numbers for as long as possible…at least until you have convinced the interviewer his organization needs you.
How then do you avoid answering these very precise, direct questions?
Through careful planning, scripting and practice of answers that respond to the question without divulging actual figures.
Q: “How much do you currently make?”
A: I recognize that is an important issue and will be happy to provide that. However, since we’re just beginning our talk, I wonder if we could focus, right now, on your needs. Exactly what three main skill sets do you require?
Or, some variant, changing the discussion and buying time.
Q: “How much are you looking for?”
A: That is a vital issue for us both. However, this early in our relationship, I don’t at all feel knowledgeable enough about the position to place a dollar value on it within your organization. But, since you’ve brought it up, what is the salary range for this job?
Or, again, some similar statement to fend off the issue while you sell your candidacy.
Easy? No, but vital if you hope to avoid an early, and potentially inappropriate, de-selection.
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