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

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

Problem Description
When an interviewer says, "We are concerned that your expected salary is higher than your previous salary level," it typically implies two intentions: first, to question the rationality of your salary expectation, fearing you might "overvalue yourself"; second, to test whether you are willing to accept a lower offer based on your past salary. This type of question often arises in the mid-to-late stages of salary negotiations, where the interviewer may hope to use your past income as a benchmark to lower the offer. You need to both defend your own value and address the other party's concerns.

Problem-Solving Process
Step 1: Understand the Interviewer's Underlying Concerns

  • Surface Reason: The interviewer may believe the salary increase is "beyond the norm" (e.g., exceeding 30%), worrying it doesn't align with company policies or internal fairness.
  • Underlying Reason: They might want to use your historical salary as an anchor to reduce labor costs, or they may be concerned that you will lack motivation after joining due to salary dissatisfaction.
  • Your Goal: Disconnect the direct link between "past salary" and "current value," emphasizing the job requirements, market standards, and your unique contributions.

Step 2: Acknowledge Their Concern, Avoid a Confrontational Stance

  • Example Response:
    "I understand your consideration. Indeed, the salary increase might seem high, but I'd like to clarify that my current expectation is based on a comprehensive assessment of this role's responsibilities and market demand."
  • Key Points:
    • Start with "I understand" to show you respect their position.
    • Avoid directly contradicting them (e.g., "But my past salary is not important"). Instead, steer the conversation toward the role itself.

Step 3: Explain the Rationale for the Salary Difference

  • Reason 1: The Job Responsibilities Differ from the Past
    • Explain how the new role is more challenging, has a broader scope of responsibility, or requires significantly higher skills than your previous position.
    • Example:
      "This position requires leading cross-departmental teams, while my previous role focused more on independent execution. The dimensions of contribution are different."
  • Reason 2: Market Value Has Changed
    • Cite industry data or hiring trends to demonstrate that your expectation aligns with current market levels.
    • Example:
      "According to industry reports, the median salary for this type of position in your company's region is XX. My expectation is based on this standard."
  • Reason 3: Your Capabilities Have Improved
    • Emphasize the immediate value you can bring upon joining (e.g., new technologies, resources, or experience), rather than focusing on "what you did in the past."
    • Example:
      "I recently completed the XX certification and led the XX project. These capabilities can directly help the team improve efficiency."

Step 4: Provide Evidence to Support Your Value

  • Quantify Achievements: List examples from past projects that demonstrate you are "worth more" (e.g., cost reduction, revenue increase).
  • Market Comparison: Mention offers from other companies for similar skills (e.g., if you have competing offers), but avoid disclosing specific figures.
  • Example:
    "At my previous company, I optimized processes, saving 2 million yuan annually. This role requires precisely such capabilities, and the market generally values such talent highly."

Step 5: Shift the Focus to Future Collaboration

  • Express enthusiasm for the role and emphasize that salary is only one part of the overall compensation package.
  • Example:
    "Salary is important, but I value the development opportunities this platform offers even more. If the salary can approach my expectation, I would not hesitate to join and bring greater value to the team."
  • Hint at Flexibility: You can supplement with non-cash benefits (e.g., training, equity) as an alternative, but first hold firm on your core salary requirement.

Summary Strategy

  • Core Logic: Past salary reflects the value of your previous role, not the upper limit of your current capabilities.
  • Avoid Traps: Do not voluntarily disclose details of your past salary. If the interviewer insists, decline politely (e.g., "My previous company requires confidentiality").
  • Ultimate Goal: Make the other party realize that paying you a higher salary is an "investment" rather than a "cost."