What to Say When Asked About Salary in a Job Interview
- Latoya Baldwin
- Aug 2
- 5 min read
You’re crushing the interview…
You showed up prepared. You told your story with confidence.
And then the hiring manager leans in and asks:
“What are your salary expectations?”
Suddenly, your heart races. Your thoughts scramble.
You wonder if you’re about to say too much, too little, or ruin the whole vibe.
If that moment has ever sent you spiraling, I want you to know something:
You’re not under-qualified. You’re under-supported.
And you’re not alone.
Let’s talk about the salary question without flinching.
Most women I coach can tell me what they don’t want to say.
They don’t want to sound greedy.
They don’t want to lock themselves out of the running.
They don’t want to blow the opportunity.
So they give a vague answer.
Or they freeze.
Or they undersell themselves just to play it safe.
But here’s what’s real:
This is not the moment to shrink. It’s the moment to stand in your value.
And I’m going to help you do it without anxiety, guesswork, or stiff corporate language.
“So… what are your salary expectations?”
Cue the mental spiral:
“What if I aim too high?”
“What if I sell myself short?”
“Should I ask for what I want or just be grateful I made it this far?”
Let’s get one thing clear:
Confidence at the offer stage doesn’t start when they ask the question. It starts with how you prepare to answer it.
And this post is here to make sure you do just that with clarity, power, and presence.
Why Salary Conversations Still Feel So Awkward
Even the most ambitious women I coach struggle with this moment. And it’s not because they don’t know what they want.
It’s because we were never taught how to say it.
We were taught to:
Be likable, not assertive
Be grateful, not bold
Be a team player, not a self-advocate
So when it’s time to name your number, you freeze.
But let me tell you what I’ve learned from sitting on the other side of the table as a hiring manager and HR executive:
Hiring managers respect clarity. They don’t reward hesitation.
You are not difficult for naming a range.
You are not too much for knowing your value.
You are just someone who came to the table prepared.
Want help saying it with clarity?
I created a free tool that takes the pressure off and gives you the words.
The Salary Script includes real examples and powerful phrases that have helped women ask for five figures more and get it.
In this post, you’ll learn:
How to prep for the salary question so you’re not caught off guard
What to actually say, word for word
The number one mistake women make that costs them thousands
A free salary script you can personalize and use with confidence
Plus, I’ll show you how to shift your mindset so you stop negotiating from fear and start communicating from power.
Why You’re Not Sure What to Say
Let’s be honest, most of us were never taught how to talk about money.
We were taught to:
Be grateful for the opportunity
Trust that they’ll pay us fairly
Wait for them to bring it up
Meanwhile, men are out here negotiating like it’s sport.
This isn’t about playing games. It’s about knowing your worth and using your words to reflect it.
Before We Get to the Script, Let’s Reframe a Few Things
First: Salary is not a dirty word.
Talking about it doesn’t make you difficult. It makes you informed.
Second: You’re not lucky to be considered.
They’re lucky to have you in the pipeline.
Third: You’re not throwing out a number to pass a test.
You’re communicating the value of your labor, your leadership, and your lived experience.
Let’s move accordingly.
What NOT to Say When Asked About Salary
Let’s get these off the table first:
✘ “I’m flexible.”
Translation: I’ll take what I can get.
You’re not flexible. You’re strategic. Say that.
✘ “I’m open, what were you thinking?”
This puts all the power in their hands. It’s a deflection that usually backfires.
✘ “I’d need at least [low number] to consider this role.”
This signals hesitation and sets a low anchor. Own the number. Don’t tiptoe around it.
So What Should You Say?
Here’s a word-for-word script you can tailor:
“Based on my research and the responsibilities of the role, I’m targeting a range of [$X to $Y]. I’m confident this aligns with the value I bring and the impact I can deliver.”
Bonus line if they ask where that number comes from:
“I based it on data from [salary research tools like Levels, Glassdoor, or industry-specific sites], as well as the scope and seniority of this role.”
Simple. Direct. Professional.
And most importantly, confident.
Why This Works
This script works because it’s built on clarity and preparation, not emotion or apology.
It shows you’ve:
Done your research
Thought strategically
Positioned yourself as someone who knows her worth
You’re not making a demand. You’re making a statement of alignment.
And if the company doesn’t respect that?
They’re not the right fit.
But What If They Push Back?
If they say, “That’s above our range,” here’s how to respond:
“Thanks for the transparency. Can you share what your range is for this role? If the overall package aligns, I’m open to continuing the conversation.”
It’s okay to engage. Just don’t fold immediately.
How to Anchor with Power (Even if You’re Nervous)
When you say your number, say it like it’s already been decided.
No trailing off.
No voice crack.
No “but I’m open” at the end.
Say it like someone who’s been in the room before.
Because even if you haven’t, you’re ready now.
One More Thing That Helps: Storytelling
If you want to reinforce your worth before the salary convo ever starts, build it into your answers.
Use the STAR+ Method I teach in How to Interview Like a Badass to frame your success stories:
Situation: What was going on
Task: What were you responsible for
Action: What did you do
Result: What changed
+ Insight: What did you learn, shift, or strengthen as a leader
That final plus is the magic.
It shows how you think, not just what you did.
Want more STAR+ examples?
They’re all inside my book.
Quick Stats That Might Surprise You
63 percent of women accept the first salary offer without negotiating
Women who do negotiate are 7 percent more likely to receive higher offers
Most hiring managers expect you to negotiate and plan accordingly
So no, you’re not being too much. You’re doing what leaders do.
Final Thought
You don’t need to be aggressive.
You don’t need to memorize a monologue.
You don’t need to play mind games or pretend to be someone you’re not.
You need a sentence that reflects your value and the confidence to say it.
I can’t promise the number will always be perfect.
But I can promise you’ll never regret showing up with clarity and power.
Ready to Stop Guessing and Start Owning Your Worth?
I created the Salary Script so you never have to wing it again.
It’s free, it’s powerful, and it’s helped women ask for and get ten thousand, twenty-five thousand, even fifty thousand more.
And if you’re ready to go even deeper:
The Career Collective is where we map out your goals, sharpen your voice, and make sure your next move is aligned and paid.
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