Introduction:

Welcome. You're reading a transcript on Links at Bain and Gray, a catalogue of podcasts centred on all things business support in the workplace. Our aim is to bring you interesting and relevant content that will keep you up to date and thriving in your role.

Tray: Welcome to Links Bitesize. I’m Tray Durrant, and I’m joined today by—

Emily: Emily Bain.

Tray: Today, we’re talking about something that makes a lot of people uncomfortable: how to handle salary questions in a job interview.

Why Salary Conversations Matter

Emily: Yes, a great topic. We get asked about this all the time. Let’s face it, most people hate talking about money, and that discomfort really shows up in interviews.

Tray: Absolutely. And the conversation often comes too late in the process. Ideally, it should happen earlier with transparency on both sides, wouldn’t you agree?

Emily: Definitely. While career development and growth are important reasons to change jobs, salary is often the main motivator. It’s one of the few ways to secure a significant pay increase for doing a similar role. So it should never be overlooked or treated like a taboo topic.

If you’re working with a recruitment consultant, they’ll usually handle the salary side for you. But even so, you must be prepared to have that conversation directly with the interviewer.

Understand the Importance of Timing and Preparation

Tray: Exactly. Salary creep is a common issue. People take on more and more responsibility without seeing a real pay bump. Sometimes a job move is the only way to get that substantial step up, both in duties and pay.

Emily: And when you're in an interview, salary expectations may come up unexpectedly, along with questions about flexibility and negotiation. That can be intimidating, especially when you're trying to build rapport. You don’t want to come across as aggressive.

So the key is to be confident, well-researched, and diplomatic.

Top Tips for Discussing Salary in an Interview​

Tray: Right, it’s about knowing your worth and communicating it well. So what are your top tips?

Emily: Do Your Research. Be prepared. Understand salary benchmarks for the role you’re applying for. It’s frustrating when a job advert just says “competitive”, so you’ll need to dig into industry trends, sector specifics, and location-based expectations.

For instance, an EA in a London finance firm will earn differently than an EA in a regional media company. Salary surveys from reputable agencies can be a big help.

Tray: That’s your baseline. Know what the job is worth before you even walk into the room.

Emily: Exactly. Demonstrate Your Value. Come armed with your achievements, qualifications, experience, and unique skills. If you bring something distinctive to the table, you may justify a higher salary within the banding.

Tray: That’s often what tips the scale, isn’t it? Something unique that puts you at the higher end of the range.

Emily: Yes, and don’t forget to highlight softer skills too. They really matter. Communicate Confidently. Practise articulating your value clearly. Use real examples in your interview so your contributions stand out. If you're less experienced, focus on transferable skills and a track record in similar industries.

How to Negotiate Salary Professionally

Emily: And here’s a big one: Practise negotiating.

Try role-playing with a friend or even rehearse in front of a mirror. The more you practise, the more confident and natural you'll sound. These conversations should be respectful, calm, and professional.

Tray: And remember not to give away too much too soon. Try to talk about a salary range, rather than giving an exact number.

Emily: Exactly. Try to turn the question back on them: “What salary band is allocated for this role?” That keeps the conversation balanced.

Tray: It’s a bit like poker, don’t show your hand too early. Let them go first if you can.

Emily: Right. Be bold, be prepared, and don’t be afraid to sell yourself.

Closing Thoughts

Tray: Fantastic advice, Emily. Thanks so much.

Emily: Thank you, Tray. Always a pleasure.