Your Job Interview: Recommendations About Discussing Money, Benefits, Salary

What You Say About Money During A Job Interview
by Judi Adams

(Editor’s introduction. I heard Judi Adams for the first time recently at a meeting of the Georgia chapter of the National Speakers Association. Her observations on this terrifically important question are practical and sensible.   I asked her to share her thoughts with the community, plus a description about the services that she provides, and contact information.)
–Gene Griessman, Ph.D.)

Job seekers are often uncomfortable with discussions about salary. If you are a job seeker you should realize that the best position for you to be in is to have the company share salary information before revealing your salary expectations. There are methods that you can use in conversations with hiring authorities to deflect or defer the discussion about salary.

In the early stages of the interview, when asked about your salary expectations, give an honest answer by saying “I’d need to know more about the job before I could answer that question”. You in fact do need to know more about the responsibilities of the position before you could judge what salary is reasonable.

If you are asked about your previous salary, deflect the question by saying “I’m sure you will make me a fair offer based upon the work I’ll be doing and the experience I bring.” End with the phrase “the experience I bring” so that phrase echoes in their head. Recent graduates can end with the phrase “the advanced training I have.” Then remove the focus on salary by asking a question about the job or company.

If the hiring authority brings up salary again, ask “Wow, you seem concerned about salary. What is the position budgeted for?” Delivering this question with a mixture of curiosity and surprised concern makes the statement less defensive,  and the company will normally reveal the salary range. Unless the salary is significantly lower than your expectations, you can assure them that you are both in the same ballpark. Then again take the focus off the discussion of salary by advancing the discussion of the problem they are looking to solve by hiring this person and how you are the solution to that problem.

The first party to mention salary is at a disadvantage. Using these methods, you will have the advantage and can negotiate salary at the appropriate time which is when there is an offer on the table.

–Judi Adams is owner of, the affordable and successful job search coach, and author of an Amazon hottest new release “Found a Job Yet? And Other Questions NOT to Ask! The Practical Guide for Family and Friends of Those in a Job Search.”

This dynamic and engaging speaker is a 20+ year veteran of Information Technology. Judi began coaching job seekers in 2002 following an eight month job transition of her own. During that job transition she discovered how much the job market had changed and the successful approach to landing that next job.

Ms. Adams founded RightChanges in February of 2009 and her clients have had phenomenal success. 100% of RightChanges’ clients who completed the personal coaching series are now employed in jobs they wanted. She is an active member in ICF, Georgia Coach Association, Crossroads Career Network, and local career coaches associations.

Don’t leave yet. Check out at least one other article. You’re already here. Why rush off? is full of good advice. We guarantee you’ll be a better communicator if you invest more time here.


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–Gene Griessman is an internationally known keynote speaker, actor, and consultant. His video “Lincoln on Communication” is owned by thousands of corporations, libraries, and government organizations. He has spoken at conventions all over the world. To learn more about his services, contact us at 404-256-5927 or [email protected] Learn more about Gene Griessman at and at

Gene Griessman is an internationally known keynote speaker, actor, and communication strategist. His book “TheWords Lincoln Lived By” is in its 23rd printing and “Time Tactics of Very Successful People” is in its 43rd printing. His training video “Lincoln on Communication” is owned by thousands of corporations, libraries, and government organizations. He has spoken at conventions and annual meetings all over the world. To learn more about his presentations, call 404-435-2225. Learn more at Atlanta Speakers Bureau or at his website. His latest book “Lincoln and Obama” has just been released by Audible.
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