Salary negotiations can be the most stressful part of the entire interview process in medical sales or laboratory sales, just as it is in any hiring process. It's not about whether you can do the job, and if things have progressed to here, you probably feel that you have a good chance of getting this job, and you don't want to blow it. At the same time, you naturally want as much money as you can get...meanwhile, they want to pay you as little as they can get away with, since they're still keeping an eye on their bottom line.
So: How do you answer questions in the interviewing process that have to do with your financial situation?
The short answer is: 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. Here are some things you can do if you're cornered:
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 (because it varies). Knowing what kind of range is reasonable for where you are will inform your actions and decisions. Knowledge is power.
Peggy McKee is the owner and founder of PHC Consulting, a nationally-recognized executive recruiting firm in medical and laboratory sales. For more information about the widely varied jobs available in medical sales, go to http://www.phcconsulting.com.
For more help with job searching, resumes, interview skills, networking, and how to set yourself apart from other candidates, go to her blog at http://www.phcconsulting.com/WordPress.