How to answer ‘What are your salary expectations?’

Navigating tricky interview questions

Unless there is a clear set salary up front, at some point in the interview process you are likely to be asked:

“What are your salary expectations?”

It may seem simple, but how you answer can significantly influence the outcome of your job application. We have experience in coaching our candidates through this crucial moment, and we know it can be a tricky balance between being confident and realistic, ambitious yet grounded and ensuring you’re not pushing it too far. Everyone has at least a rough minimum in their head that they would expect from a role, but what is the right way to go about this and achieve a fair and reasonable outcome?

Here’s how to approach it strategically.

1. Do your research first

Before any interview, spend time researching salary ranges for your role, industry and location. Some suggestions include:

• Glassdoor
• LinkedIn salary insights
• Reed or indeed salary estimators
• Speak with a recruiter – we’re here to guide you with up-to-date market knowledge and honest insights about what a role is likely to pay based on your experience and skills.

2. Understand the value of the role and yourself

Think beyond just your previous salary. Consider your:

• Years of experience
• Specialist skills or qualifications
• Achievements and value-added impact
• The responsibilities of the new role

This allows you to build a solid case for your salary expectations and feel confident discussing them.

3. When asked early, be diplomatic

If salary comes up early in the process (before you know all the job details), it’s okay to keep your response a little open-ended. For example:

Example answer: ‘I’m happy to discuss salary once I have a better understanding of the role and responsibilities.’

If pushed a bit more you could add: ‘Based on my experience and the market rate, I’d expect something in the range of X – Y’

This shows you are flexible but informed.

4. When asked later, be clear and confident

If you’re at the offer stage or have had a couple of interviews, you’ll need to be more specific.

Example answer: ‘Given the responsibilities of the role and my experience, I’m looking for something around X. I’m happy to discuss the full package and benefits too.’

Be honest but avoid undervaluing yourself. You want to show that you know your worth – and that you’re also reasonable.

If you’ve received an offer: You could say you are considering 2 offers at the moment but that you are a lot more interested in their company, but a little pay increase would really help your decision. If they say no, it’s easy to go back to your original offer.

5. Avoid:

• Saying ‘I’m open to anything’ – it may sound flexible, but it sounds like you aren’t bothered and puts you at risk of being lowballed.
• Giving a figure that’s too low – employers may take it at face value and then it’s hard to negotiate upwards once you’ve disclosed that.
• Being too rigid or demanding – negotiation is normal, and being open makes you more collaborative.

6. Don’t forget the whole package

Remember that salary isn’t everything. Consider:

• Bonus structures
• Pension contributions
• Holiday allowance
• Hybrid/flexible working
• Training and development opportunities
• Any additional benefits

Sometimes a slightly lower salary can be offset by a fantastic benefits package or faster career progression.

Examples of what you should say:

‘I’m happy to evaluate the entire compensation package, so I don’t have an exact salary requirement in mind. Do you have a range that’s been budgeted for this role you’d be able to share?’

Most companies should be answer to answer ‘what is in the budget for this position?’ – they may give you a broad range, so you can even go on to ask what a candidate at the lower end would look like versus the higher end.

If you want to give a figure go with the higher number, e.g. ‘around XYZ number’ – knowing a lower number you have in mind would suffice. Then negotiate to stay as much above your minimum as possible. The maximum number should still be a reasonable number though.

The salary conversation doesn’t need to be awkward. With a bit of prep, it becomes a great opportunity to show your professionalism, confidence, and understanding of your worth in the market. It’s all to do with whether your salary aligns with what you can bring to the company.

We’re here to help you navigate this conversation at every stage. From preparing for interviews to negotiating offers – you are not on your own!

Remember, preparation is key. Thoroughly research the company, practise your answers, and anticipate how you can stand out as the ideal candidate.

If you would like to know more on how to answer tricky interview questions, contact us today.

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