A famous coach, of Green Bay Packer fame, spoke frankly when he said, "Perfect practice makes perfect." Mr. Lombardi's intent was CLEAR. He wanted his players to concentrate on PRACTICE, drilling on the "little things", the basics, so that they became instinct during the heat of real life. Such is productive mindset during any career transition, specifically related to your ability to answer questions effectively.
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Practice asking and answering both common and tough questions... including pre-offer negotiation tactics.
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Practice your exit and qualification statements... most all potential employers and networking contacts will want to know your current situation and why you are available.
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Practice your two minute drill every chance you get.... its the fundamental building material of your communication strategy--your verbal collaterals!
Let's apply that perfectly practiced approach to the art of pre-offer negotiation tactics. We will be utilizing the basic guidelines for answering questions effectively during career transition....
ANSWER THE QUESTION... The implication, here, is that you have heard and fully understand the nature of the question. If this is true, simply answer the question in a straight forward, brief manner... and then stop talking! Often the challenges come in knowing when to stop talking. Remember that when a question regarding your salary comes up should give you a real clue in how to address the issue.
++ "Salary history" is a screening issue and when asked prior to a formal interview should be, at least, BLOCKED.
++ "Salary history" or "Salary requirement" can both be selection criteria for an employer... but you still would like to get their answer first in phone calls and face to face interviewing. The TURNAROUND tactic could net you confirmed knowledge of their salary points and range.
++ Often salary issues come up at the closing stage of the employment transaction. You may be able to prompt your offer by strategically dealing with your salary requirements. ADDRESSING THE ISSUE IN YOUR TERMS, as a tactic, can result in a higher level offer. Q: What was your w2 income last year? A: (YOUR terms) Last year? Why my position was worth over $65,000 ... and I'm sure offer will be competitive for my experience and skill level.
LISTEN FOR OPPORTUNITIES TO INTEGRATE AND CONFIRM YOUR STRENGTHS... Your purpose is to drive home your communication strategy--that set of key words and strengths that define your "message." So, when the salary issues are raised, look for opportunities to integrate discussion-- or at least mention-- of your job related strengths.
Q: In terms of salary, what will it take to get you on board? A: (TURNAROUND) Apparently you realize the potential mutual advantage of adding my project management skills to your team... let's save ourselves some time...what is the salary range for this role?
AT LEAST ADDRESS THE ISSUE OF A QUESTION Before blocking, turning around, or in any other way changing the subject... Salary negotiation, illegal questions and other non-standard questions often call for extraordinary responses. Stay focused, get results... but never manipulate or deceive with your answer.
Q: How much did you make in base salary last year? A: (BLOCK) I am surprised the salary is an issue this early in our discussion of your opportunity... could you tell me more about...
"If you
practice the way you play, there shouldn't be any difference. That's why I practiced so hard. I wanted to be prepared for the game."Michael Jordan (1963- )
American basketball player & business person
regarded by many as the greatest basketball
player who ever played the game
PRE-Offer Tactics | POST-Offer Strategies | BACK TO Answering TOUGH Questions | BACK TO Answering Questions Effectively
Bob Maher, CMF... The Careerpilot
Bob created his online presence, www.careerpilot.com, in 1994. He has over twenty years of successful experience in Corporate Recruitment, performance management and Career Management Services. He is an entrepreneur and innovator in the use of information technology in the recruitment and employment process. On the Founder's Council of the Association of Career Professionals - International and quite active in their Professional Development, Technology and Chapter Growth initiatives--a frequent speaker at industry conferences and seminars. Awarded the prestigious "LIFE ACHIEVEMENT AWARD" in 2006.