Interview Skill: How to Handle the Money Question

Salary negotiations can be the most stressful part of the entire interview process in medical sales, laboratory sales, clinical diagnostics sales, biotech sales, molecular products sales, cellular products sales, medical device sales, pathology sales, imaging sales, or pharmaceutical sales.

The video below is designed to help you navigate your way through.

So: How do you answer questions in the interviewing process that have to do with your financial situation?

You don’t.

The first person who mentions a specific number in the negotiation process is usually considered a loser. Because, if you’re the candidate and you name a figure that’s too low and later realize you could have gone higher, you can’t go back. But, it’s a delicate process. The company has its own agenda and doesn’t want to make a mistake, either. If your interviewer asks you directly how much money you currently make, you can antagonize him or her by refusing to answer, so you have to say something. One option: answer honestly, but qualify it by saying, “I am not sure that it is relevant because this position requires…x, y and z…”

Another option: Deflect it by saying, “So if you are talking money, are you making me a job offer?” Some clients will actually say “yes, I am interested.” So now you have a new conversation that gives you a little more leverage.

Another thing you can say is: “I am certain that given the responsibilities that this position has, and how important you have described that it is to your organization, that you are going to financially compensate the right candidate with an appropriate amount of money.”

One of the most critical things you can do is to research salaries in your specific field, in your part of the country. Knowledge is power. Here’s an article on the Top 25 Salary Negotiating Tips to help you.

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