How to Answer Interview Questions on Salary Without Underselling Yourself

It’s the moment most job seekers dread. The interview is going smoothly—then the hiring manager leans in and asks, “So, what are your salary expectations?” Suddenly, your confidence wavers. Say too much, and you might price yourself out. Say too little, and you could end up underpaid. So, how do you answer interview questions on salary without selling yourself short?

This blog breaks down exactly what to say, how to say it, and how to discuss salary in an interview with clarity and confidence. Whether you’re early in your career or negotiating for a senior role, you’ll learn the smartest ways to handle this tricky topic and walk away with an offer that reflects your true value.

Why Employers Ask About Salary Expectations

Before you panic about how to discuss salary in an interview, understand this: employers aren’t trying to trick you. Their goal is to assess a few critical things:

• Budget alignment: They need to know if your expectations fit within the salary band for the role.
• Seniority and self-awareness: Your response can indicate how well you understand your market value and the role’s demands.
• Negotiation style: Your answer offers insight into how you might handle negotiating salary during the interview process or in the future.

When You’re Asked: “What Are Your Salary Expectations?”

This question might sound straightforward, but it’s loaded. It’s one of the most common interview questions about salary expectations, and how you answer can set the tone for the entire negotiation.

So, what should you say when asked about salary?

Start with Research

Before the interview, take time to research the average salary for the role in your industry and location. Use platforms like Glassdoor, Payscale, and LinkedIn Salary. This helps you set a realistic range based on data, not guesswork.

Give a Range, Not a Number

The best way to answer salary questions is to provide a thoughtful range rather than a fixed figure. A range gives you flexibility and leaves room for negotiation. This approach shows you’ve done your homework, but you’re also open to negotiating salary during the interview process.

Tie It Back to Value

Set your expectations by focusing on the value. When we purely deflect with numbers, our experience and what we will bring do not get connected to the compensation sought. When you earnestly connect your skills and expertise to the compensation you want, you can navigate salary questions confidently and also reinforce to the employer that your compensation expectations are related to performance and not preference.

Dos and Don’ts When Answering Salary Questions

Bringing up money during a job interview doesn’t have to be awkward. According to research by CareerBuilder, 73% of managers expect candidates to negotiate salary, but nearly 55% don’t. If you know how to discuss salary in an interview, you can turn it into a moment that reflects your professionalism and self-worth. Here’s a no-fluff list of smart moves to make and traps to avoid when the topic comes up.

Do This When Talking About Salary

Be salary-smart, not salary-shy

Confidence counts. When asked about pay, respond calmly and with a clear, well-informed range. It tells the interviewer you’ve done your homework and know your value.

Come armed with data

Mention that your expectations are based on market research and industry standards. Use phrases like:

Keep it conversational

Salary talk isn’t a contract negotiation (yet)—it’s just a part of the interview. Treat it like a two-way discussion, not a demand.

Focus on the bigger picture

Mention that your interest also depends on benefits, growth potential, and work-life balance. This shows that while salary matters, you’re thinking long-term.

Don’t Make These Mistakes

Lowballing yourself to seem agreeable

Trying to appear easygoing by throwing out a number that’s “safe” can leave money on the table. Know your worth.

Answering too quickly under pressure

Not sure how to respond? Buy time by saying, “I’d love to learn more about the responsibilities and expectations before discussing numbers.”

Being vague or dodgy

Saying things like “Whatever you think is fair” or “I’m negotiable” without any direction can hurt you. Employers need some kind of framework to move forward.

Oversharing

Don’t go into personal expenses or financial needs. Keep it professional and rooted in your skills, experience, and the role.

How to Back Up Your Answer with Data

If you’re wondering how to answer interview questions on salary without sounding uncertain—or worse, undervaluing yourself—the secret is simple: let data do the talking.

When you support your salary expectations with research, you show hiring managers that your number isn’t just a shot in the dark—it’s informed, thoughtful, and justified. Here’s how to do it right:

Start with Salary Benchmarks

Before the interview, gather real numbers. Use trusted platforms like:

• Glassdoor
• Payscale
• Levels.fyi (for tech roles)
• LinkedIn Salary Insights

Look up your job title, location, years of experience, and industry to find a reasonable range.

“Based on my research, similar roles in this region typically pay between $75,000 and $85,000.”

Layer In Your Unique Value

Numbers are a great start, but context seals the deal. Connect the data to your specific strengths: certifications, niche expertise, leadership experience, or measurable results. This approach helps when you’re talking about salary in job interviews, because it moves the conversation beyond “what do you want?” to “here’s what I bring.”

“Given my 6 years in project management, PMP certification, and successful delivery of multiple six-figure projects, I believe a range of $90,000–$100,000 is appropriate.”

Adjust for Company Context

Startups, mid-sized firms, and global enterprises all budget differently. A smart candidate shows awareness of that.

“I understand early-stage companies may have different compensation structures, so while my target is in the $80,000–$90,000 range, I’m open to discussing the full package.”

Stay Flexible, Not Vague

Even with strong data, leave room for discussion. The best way to answer salary questions is with clarity and collaboration.

“I’m targeting a range based on market data and my background, but I’d be glad to explore what fits your budget and overall benefits structure.”

Conclusion

Knowing how to answer interview questions on salary can be the difference between walking away underpaid and with a package in line with your full value. By knowing the market benchmarks, using data to inform your response, and having the discussion with confidence and flexibility, you present yourself as a person who understands their value without pricing yourself out of the opportunity. 

Salary conversations need not be scary. When done appropriately, they demonstrate that you’re serious about the interview, thinking strategically about the position, and willing to contribute to the organization. The next time salary expectations arise in an interview, you won’t shy away; you’ll have it under control.