Handling The Salary Question 10 20 2009

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The goal of Opportunities Knocking is to create a community focused on learning how to enhance careers through informative presentations, in- person networking with a new spin, and personalized career coaching.

Agenda for Today’s Meeting

• 6:00 PM Introduction / “Handling the Salary Question”• 6:10 PM Tonight's Presentation: “How to Present for All Seasons: A Job Interview

Guide, John O’Neil, Labor Relations Officer, Mayor’s Office, City of San Diego• 6:45 PM Break with Hosted Refreshments• 7:00 PM Spin-Net™ Networking• 8:00 PM Optional Open Networking--Bring your list of target companies and get

connected! • 10:00 PM Good Night


The Interview Phase of the Job Search:Handling the Salary Question

Lonnie AdelmanOpportunities Knocking

October 20, 2009www.OpportunitiesKnocking.com


Where is it written that you have to answer the salary question?...



Send Your Resume & Salary History

• My recommendation is Send a Cover Letter and a Resume.

• I never sent a salary history, and have gotten a hundred interview invites.

• At best, a salary history is a “gate” that opens so your resume is read. At worst, it slams the gate shut and you’re out


Handling Salary on an Employment Application

• Don’t ever lie…especially to your mother or on an Employment Application.

• Filling out desired salary and past salaries on an Employment Application is a dirty trick:

a. It can slam the “gate” shut if the numbers are too high or low.

b. It can limit your future offer.c. Try not to do it!

• I was forced to fill in salary one time during a lousy job market…My salary offer was exactly what I filled in for the previous employer.


Handling Salary on an Employment Application• How to answer the question: “Why didn’t you fill in

past salaries” or “How much did you make at your last job?”

• Possible Answer #1: “This job is so different from my last job that I didn’t think that past salary was relevant.”—It’s so direct that it has always worked for me.

• Possible Answer #2: “I usually don’t fill in salary because it may or may not be relevant. In the past, I’ve filled in the rest of the application after an offer is made.”– You are cooperative, but letting them know that you know the game. Never had to back fill.


Handling Salary During the Interview

• Don’t give up your salary hand until it’s pried out of your hand!

• Standard Negotiation Fact: The first to throw out a number usually gets out negotiated.

• Ideally, let the hiring manager make an offer based upon your value to the organization and market value.


Handling Salary During the InterviewExamples lifted from “Games Companies Play”

• Manager: “What will it take to get you?”

• You: Avoid. If pressed: “Compensation is important. I want to be paid commensurate with what I contribute. If there’s a fit, we’ll work out a deal.”


Handling Salary During the InterviewExamples lifted from “Games Companies Play”

• Manager: “If I make an offer, will you accept?”

• It’s another game: They don’t want to make an offer you’ll refuse. They want to know if you’re serious about the opportunity.

• Since it’s a game you ask: “Is this an offer?”• I did this once, and the manager cleared his

throat, then changed the subject. He wasn’t ready to make the offer yet.


Handling Salary During the InterviewAdelman Experience

• Manager: “How much are you looking for?”• Adelman #1: “Salary is just one component of

a compensation package, and since I don’t know the value of the other components, I can’t really answer that question yet.”


Handling Salary During the InterviewAdelman Experience

• Manager: “How much are you looking for?”• Adelman #2: “I don’t know enough about the

position, responsibilities, or company expectations so it’s difficult for me to determine a fair compensation package.” Then I go to: “Compensation is important. I want to be paid commensurate with what I contribute. If there’s a fit, we’ll work out a deal.”– This has worked many, many times.

Conclusions

• Avoid sending out a salary history with a resume.• Don’t ever lie on an Employment Application, just don’t fill in

salaries if at all possible.• Let the hiring manager or company put the first number out.• Learn to play the games that the hiring company plays.


The Big Drawing of the Night


Handling The Salary Question 10 20 2009

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Transcript of Handling The Salary Question 10 20 2009