How to Respond to 'We Are Concerned That Your Expected Salary Exceeds the Business Value You Bring'

How to Respond to 'We Are Concerned That Your Expected Salary Exceeds the Business Value You Bring'

Problem Description

During salary negotiations, an interviewer might question whether your expected salary matches the actual business value you can create for the company. This concern may stem from doubts about your past performance or the belief that your asking price exceeds the contribution the position can generate. You need to effectively respond to prove the rationality of your value and salary expectations while maintaining a cooperative attitude.

Solution Steps

1. Understand the Other Party's Intent

  • Core Issue: They worry that paying a high salary will not yield a corresponding return, or they perceive a discrepancy in your self-assessment of value.
  • Underlying Goal: To gauge your confidence, your ability to quantify contributions to the role, and your willingness to negotiate based on value.
  • Incorrect Responses: Directly refuting (e.g., "I think I'm worth this amount") may appear stubborn; passively accepting a lower offer could undervalue yourself.

2. Response Strategy: Quantify Value + Future Contribution

Step One: Empathize and Clarify the Concern

  • Example Phrasing: "I understand your concern, as salary should indeed be linked to contribution. Could you please elaborate more specifically on which aspects lead you to feel there might be a gap between business value and salary?"
  • Purpose:
    • Demonstrate a cooperative attitude to avoid confrontation;
    • Guide the other party to reveal specific concerns (e.g., intensity of need for certain skills, expectations for role objectives) to facilitate targeted responses.

Step Two: Use Past Achievements to Prove Value Alignment

  • Key Actions:
    • Select 1-2 successful cases strongly relevant to the position, highlighting quantifiable results (e.g., increased revenue, reduced costs, efficiency improvements);
    • Link these cases to the job responsibilities, explaining how this experience directly addresses the company's current problems.
  • Example Phrasing:
    "In my previous role, I optimized the supply chain process, reducing costs by 15% within six months, equivalent to annual savings of 2 million RMB. The cost-reduction challenges this position needs to address align closely with my experience, and I believe I can replicate similar results quickly."

Step Three: Connect to Future Goals, Emphasize Long-Term Value

  • Key Actions:
    • Explain the intangible value you can bring (e.g., team enablement, industry connections, strategic insights);
    • Emphasize that salary is a long-term investment, not a short-term cost.
  • Example Phrasing:
    "Beyond direct performance metrics, I also have experience in building cross-departmental collaboration systems, which can help reduce communication inefficiencies within the team. If I join and can promote such improvements, it's estimated to increase overall efficiency by over 10%, far exceeding the cost associated with the salary."

Step Four: Propose Flexible Options to Mitigate Risk for the Other Party

  • Key Actions:
    • If concerns remain, suggest linking part of the salary to performance (e.g., setting probationary goals, phased bonuses);
    • Emphasize your focus on mutual success, not just the salary figure.
  • Example Phrasing:
    "If the company prefers a more cautious approach to evaluating value, I am willing to tie a portion of the salary to key performance indicators, such as making up the difference after achieving goals during the probation period. This can safeguard the company's interests while demonstrating my confidence in my capabilities."

3. Points to Note

  • Avoid Overpromising: Quantifying value must be based on facts; exaggeration can erode trust.
  • Maintain an Equal Stance: Respond with confidence while respecting the other party's budget constraints, seeking a win-win outcome.
  • Ask Timely Questions: For example, inquire "What are the company's core performance expectations for this role?" to further align mutual understanding.

Summary

The key to responding to such doubts is to transform abstract value disputes into concrete evidence of contribution. By presenting data-backed examples, linking them to role requirements, and offering flexible solutions, you can alleviate concerns about risk while reinforcing your position as a high-value candidate.