The Pharma Sales Interview Breakthrough Blog
Hey everyone! I hope all is well. Over the past few months I have shared several other "curve ball" questions. Please click on the "Archives" section for the blog to find those past questions and my corresponding thoughts.
Here is our next curve ball...
"What are your salary expectations for this position?"
If you have ever bought a car or been in any type of negotiation...the first person to give a number...loses. When you state a number in any negotiation...you have set either the high watermark or low watermark (depending on your role in the negotiation) for the negotiation process.
When ever I have had this question, this is how I tend to handle it. Please...by all means...handle it the way that is most comfortable to you. My response is as follows:
"Are you offering me the position (I say with a smile and a gentle laugh)?" The answer I get is "no"...with a smile and laugh in return).
Then, they will say - "We want to make sure that whatever package we put together for you is appropriate and attractive. If you make a lot more than what we could offer you...then it may not be worth your time."
Then, my response is "What attracted me to the opportunity is the organization and the opportunity itself. My hope is that I would be compensated according to the market value for someone of my experience and background. The compensation is secondary."
Then - they say - "Well, that's great to hear, but we really need this information."
Then - I say - "I understand. How about this. If you beleive that I am the right candidate for this opportunity - can I move forward in the process and then...assuming you all still like me...I can share my salary epectations? Is that fair?"
Then - they say - "That sounds fair."
Additionally, you may want to ask them what the compensation band is for this type of role. You may get this information in return for you sharing their information...I mean, they want you to be transparent...certainly you can expect the same.
I understand that you may be hesitant to engage in a deep discussion regarding this and would prefer to simply give them the info that they want. You can certainly do that...BUT, I think having this type of conversation might
Let me know what you think! Have a great day - Michael
The "Breakthrough" Book