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How do I ask about money in a job interview?

Our Career Doctor, Sophie Relf, receives hundreds of emails every day about work and jobseeking issues. Here she advises on the best way to tackle the subject of salary in a job interview.

Dear Career Doctor,

How do I tell an interviewer how much money I am looking for?

I have an interview with a major car manufacturer and I know they will ask me about my salary expectations. The job advert stated 'excellent pay and benefits' but how do I know if I'm asking for too much or too little?

Thanks
J.

Dear J,

The simple answer is to try and get them to make the first move! If you're going for a role where the number of quality candidates is quite low you don't want to run the risk of undervaluing yourself.

Before you set foot in the interview room you should do some research into the going rate for the role, which can be done in a number of ways.

• Use the totaljobs.com salary checker
• Speak to recruitment consultants who specialise in your sector
• Look at other job adverts for similar jobs in similar industries and locations

By taking a detailed look at the job description you'll be able to judge the amount of responsibility the job holds. It stands to reason that the more say you have in how the company is run, the more you can be expected to earn.

If the company you're going to see is in a period of growth, you may want to consider the potential to progress your career in the near future. Ask the question to your interviewers about future promotion prospects and think to yourself if asking for a slightly lower salary could benefit you in the long-term.

If the job description states a salary plus benefits, you also need to establish what the phrase 'benefits' actually means. What some people see as a benefit may not actually be relevant to you and it's worth discussing an alternative with the interviewer. It's always worth looking at job adverts which offer benefits and a salary slightly lower than your expectations, as offers of subsidised travel or a free staff canteen could see you with more money in your pocket every month.

Remember that if if your interviewer starts talking about salary then they are usually interested either in hiring you or shortlisting you for the next stage. You have to strike a balance between appearing confident and underselling yourself. The best question to ask would be "What's the average salary of someone at the company already doing a similar role?", forcing the interviewer to think about equal pay legislation.

Be ready with an answer as to why you are looking for a particular salary. Don't moan about your overdraft (unless you are paying off course fees, when you could slip in the fact that you have paid a lot towards enhancing your skills) but do explain that you're looking for a salary range that reflects your skills and salaries from previous jobs.

Be tactful but firm, particularly if you are looking for a professional post. Business leaders want politeness but will suspect overt humility. Today's job market means that you don't have to undersell your skills or worth.

Good luck,
Sophie

If you have a question for Sophie, please email career.doctor@totaljobs.com or click here to see if your query has already been answered.

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