How to Respond to "We Are Concerned That Your Expected Salary Is Higher Than Your Previous Salary Level"

Problem Description
During salary negotiations, an interviewer might point out that your expected salary is significantly higher than your past salary level (for example, your current salary is 20K, but you are asking for 35K) and express concerns on this basis. Various underlying worries might be behind this query: concern that your expectations are unrealistic, suspicion that you may be overestimating your abilities, or worry that internal salary equity might be disrupted. You need to address these concerns with well-reasoned responses to justify your expected salary.

Solution Process

1. Understand the Deeper Intent Behind the Question
   When the interviewer raises this point, they are not simply comparing numbers but aim to assess:

   • Whether you have clear self-awareness and can objectively analyze the increase in your own value;
   • Whether your expectations are based on a rational judgment of the job requirements and market conditions;
   • Whether you can convince others with facts, not just subjective desire.
     An improper response can easily make you seem illogical or overly eager.

2. Step One: Acknowledge the Concern, Avoid a Confrontational Attitude
   First, accept the other party's顾虑 with an empathetic tone, showing you understand its reasonableness rather than directly refuting it. For example:
   "I completely understand your consideration. Indeed, on the surface, there is a gap between my expected salary and my past salary."
   This helps ease the tension and demonstrates your professionalism and cooperative attitude.

3. Step Two: Explain the Key Reasons for Your Increased Value
   Focus on explaining why your abilities and value are now different, rather than just on the numerical salary difference. Provide evidence from multiple dimensions:

   • Skill Growth: Explain how your newly acquired skills or experience match the higher requirements of the target position. For example:
     "In the past year, I led the XX project, successfully improving department efficiency by 30%. This type of complex project management capability is precisely the core emphasized in your job requirements."
   • Expanded Scope of Responsibility: Contrast the responsibilities of your previous role with those of the target position. For example:
     "My current role is mainly focused on execution, whereas this position requires overseeing cross-team strategy. Salaries for such responsibilities are typically higher in the market."
   • Change in Market Value: Cite industry data for support. For example:
     "According to recent industry salary reports, the market median salary for professionals with my XX skills in your sector is 35K-40K."

4. Step Three: Downplay the Relevance of Past Salary
   Skillfully reduce the comparative weight of your past salary to avoid giving the impression that "history determines the future":

   • If your past salary was low due to special circumstances (e.g., industry differences, a company's outdated salary structure), you can briefly explain:
     "My previous company was in a traditional industry with a relatively conservative salary structure, whereas the internet sector offers more competitive compensation for similar talent."
   • Emphasize job fit over historical numbers:
     "I believe salary should be based on the value created for the position, not on past standards. The XX challenge this role needs to address is precisely where my strengths lie."

5. Step Four: Reiterate Your Interest, Focus on Long-Term Contribution
   Finally, steer the conversation back to your enthusiasm for the role and long-term commitment, de-emphasizing the discussion of short-term salary:
   "My salary expectation is based on a rational assessment of the position's value, and I am also very optimistic about the growth opportunities this platform offers. If I join, I plan to help the team achieve its goals in the short term through specific actions like XX."
   This shows your big-picture perspective, making the other party feel you are focused on mutual benefit, not just salary.

Key Points to Note

• Avoid getting drawn into defending "why my past salary was low"; always steer the focus back to your current value;
• If the other party insists on proof of salary, you can tactfully say, "Salary is personal privacy, but my expectations are based on market research and job requirements";
• If doubts persist, you can propose: "If appropriate, we could discuss the performance component of the salary structure to ensure our goals are aligned."