How to Respond to 'We're Concerned Your Expected Salary is Higher Than Your Previous Salary Level'

1. Understand the Interviewer's Subtext

When an interviewer raises this question, there are typically three underlying concerns:

• Reasonableness Doubt: They may believe the salary increase you're requesting (e.g., exceeding 30%-50%) lacks justification and might fall outside the company's internal compensation structure.
• Internal Equity: They worry that offering you a salary significantly higher than your past level could disrupt the internal salary balance within the team.
• Value Alignment: They question whether you can truly deliver contributions commensurate with the salary increase, especially if your past salary was relatively low.

2. Core Logic of the Response Strategy

Avoid direct refutation (e.g., "I think I deserve a higher salary"). Instead, use structured reasoning to shift the focus from "past salary" to "the value of the current role" and "market conditions." Follow these three steps:

1. Acknowledge their concern (show understanding) to avoid appearing overly defensive.
2. Explain the rationale behind the salary difference (e.g., expanded job responsibilities, changes in industry standards, personal skill growth).
3. Provide evidence (market data, job value, other offers, etc.) to strengthen your position.

3. Specific Response Steps and Example Scripts

Step 1: Empathize and Clarify Intent

Example Script:
"I understand your concern. Indeed, the increase might seem significant just looking at the numbers. However, my expected salary is primarily based on a comprehensive consideration of the responsibilities of this current role and the current market rate, not simply a comparison to my past salary."
Purpose:

• Show you are rational and objective, not arbitrarily demanding a higher price.
• Guide the conversation towards the role's value rather than historical salary.

Step 2: Justify the Reasonableness of the Salary Difference

Choose 1-2 of the most relevant angles below to elaborate on:

• Difference in Job Responsibilities:
  "My previous role mainly involved execution-level work, whereas the position you're hiring for requires more complex responsibilities like strategic planning/team management/cross-departmental collaboration (give specific examples). These additional responsibilities typically command a higher salary standard in the market."
• Industry or Company Differences:
  "The compensation level in my previous industry (or company size) was relatively lower, while the standards for talent requirements and rewards in your company's sector/platform are different. I've researched the market salary for similar roles, and the range of XX is the current industry benchmark."
• Personal Skill Development:
  "Over the past two years, I've acquired new skills through XX project (e.g., data analysis, team leadership experience). These abilities can directly help address the XX problem mentioned in your job description, so my market value has changed accordingly."

Step 3: Provide Objective Evidence for Support

• Market Data:
  "According to the XX salary report (e.g., recruiter data, industry whitepaper), the median salary for this role in your company's location is XX. My expected salary actually falls within a reasonable range."
• Link to Job Value:
  "If I can help the team achieve XX goal (e.g., improve efficiency by 20%, acquire new clients), the value of these contributions far outweighs the salary difference."
• Other Competitive Opportunities (if applicable):
  "I currently have other offers close to my expected salary, but I value your company's development platform more and hope we can reach an agreement."

4. Important Notes

• Avoid over-explaining reasons for a low past salary (e.g., "my previous company's compensation system was unfair"), as it may sound like complaining.
• If the interviewer insists on fixating on past salary: You can propose a compromise, for example: "If there are immediate budget constraints, could we agree to a performance review and salary reassessment after 6 months?"
• Prepare data in advance: Before the negotiation, thoroughly research the market salary range for the role (using job sites, consulting your network, etc.) to avoid naming a price without basis.

By following these steps, you can transform the conversation from a passive situation centered on "historical salary" into an active discussion about "future value." This approach respects the other party's concerns while firmly upholding your own reasonable demands.