A Few More Tips on Not Answering the Salary Question

Building upon our discussions of How to Ask for a Raise, Evading Salary Questions and The Best Way to Get a Raise, a Wall Street Journal reader asks "How can I be honest about my current salary but also command the salary I deserve at a new company?" The Journal responds:

To get what you think you deserve, you'll definitely want to know why you have been underpaid. Once you get a handle on why you've be underpaid, you'll be better able to explain it honestly in an interview.

Recruiters and human resources personnel ask this question because they want to know where you fit into their compensation structure—not necessarily to figure out how little they can pay you. But, there are ways to get around giving a specific number at the beginning of the interview or even shifting the focus of the question when asked about your current salary. The first thing to keep in mind is that companies are most interested in your experience. They want to know that the person they're offering a position to can handle the everyday challenges on the job. "Be very clear about how your experience and talent fits directly with the new position," says Andrea Eisenberg, a senior human resources consultant in New York.

Then, when the conversation gets around to a hiring manager's question about what you're making, Paul Gavejin, managing director of Total Compensation Solutions, a compensation consulting firm in Armonk, N.Y. suggests asking a few questions in return. You might say: "I'd be happy to tell you, but first, I'd really like to know what you think this job is worth?" or "What is the salary range for this job?" You could also reply with by shifting the subject and saying, "I'm looking at jobs in this salary range." It might also help to adjust your thinking when you respond. Think in terms of total compensation, and not just salary alone. To that end, you might respond, "My salary is X, my annual bonus is Y and the employer contribution to my 401(k) is Z. All totaled, my current compensation package is worth $(X+Y+Z)."

The piece gives a few other ways to dodge the question, but it also says that eventually you'll annoy the interviewer if you keep side-stepping the question. Exactly. That's what I've been saying all along. So, what do I suggest instead? Briefly, here are my few steps:

• Know what the market pays for someone doing this job with your experience in your city.

• Document (and state/explain) your work accomplishments to show you're an employee who delivers results at (minimum) or above (preferred) the level the job requires.

• Tell them your current salary, but also stress that the reason you're interviewing in the first place is because you're under-paid and you're looking to make $XXX per year.

A couple side notes:

• The above steps also work if you want to stay in your current company but would like to get a raise (here's an example.)

• If you're not underpaid for like workers in your city and if you're not a stellar performer, then you probably do not deserve a raise. Work on building up your accomplishments over the next six months, then make your case for a bump in pay.