You may have had a phone interview that addressed questions about salary, but be forewarned that the subject may come up again as the interviewer becomes more interested in hiring you. At this point the interviewer wants to know whether they can “afford you.” This is a very tricky part of the interview and could even harm your chances of getting the job.  It’s best to tread lightly in this situation.

Here are some answers to help you address your salary requirements. Some of the answers are stronger than others and some will fit certain situations better than others.

Q.) “What are Your Salary Expectations?”

Answers:
This is not a good answer — “I made $60,000 at my last job, plus bonuses. I would expect at least that in addition to a 15 percent to 20 percent increase:

This is a weak answer — “I'm sure whatever you offer will be a fair amount for a person with my qualifications.  Salary is not the most important factor to me — I'm looking for opportunity.”

This is the best answer — “I really need more information about the job before we start to discuss salary.  I'd like to postpone that discussion until later. Maybe you could tell me what is budgeted for the position, and how your commission structure works.”

Q. “What Salary Range Would You Require to Take This Job?”

Answers:
This is a good answer if they insist on a figure from you — “From the research that I have done it appears to be in the $60,000 – 70,000 range. Is that the range you had in mind?”

Good answer if pushed for a figure and give an acceptable range — “Based on my previous experience, education, and the ‘going rate’ for this type of position, I would like to be in the mid to high $70,000 range. Is that a range that fit with your compensation structure?”

Good answer to push back the discussion to them — “I would need to know more about your salary structure, how often you review salaries, as well as your entire package before I discuss salary ranges. Could you provide more information before we discuss this subject?”

Q. "What Was Your Salaray at Your Last Job?"

Answers:
Good answer — “It would be very difficult for me to compare my last salary with this position for various reasons – primarily because I don’t have enough information about your whole package. I’m sure we can discuss this subject and your entire package before an offer is made.”

Good answer — “That would be like comparing two jobs that are entirely different in responsibilities and in the base and bonus structure. I would be more interested in hearing what the package you offer is, before I compare the two jobs.” I hope we can postpone this subject until we both have more information to discuss salary and benefit comparisons.”

Good answer — “I had an unusual situation at my last job where I took less salary to own a share of the company. I also had a bonus structure. I would have to look at the entire package that you offer before comparing the two jobs or salaries.”

Q.  “Would You Consider Taking a Pay Cut?”

Answer:
Good answer — “I would really need to know more about the opportunity and your whole package before I can give you an answer to that question. You may offer extra perks that my last job may not have had. Basically, I need more information before I decide.”

Good answer — “While my highest career value is not money, it’s important to me that I be fairly compensated for the work I do. I would be willing to listen to a fair offer based on what I bring to the position in the way of experience and education.”

Good answer — “Opportunity is valuable to me. I’m always willing to look at the bigger picture. I would want to be paid according to what I bring to the position, but would be willing to be somewhat flexible.”

Most of these examples attempt to defer the subject until you have more information and a better idea of whether this is the right job for you. When you have that information you will be able to assess whether this is a job where you have something to offer and what the value should be. In other words, what you deserve to be paid.