It’s one of those moments that sounds simple… until you’re actually in it.
The recruiter is friendly.
The conversation is going well.
You’re finally feeling confident about how you’re coming across.
Then they ask:
“So what are your salary expectations?”
And suddenly your brain short-circuits.
You don’t want to aim too high and scare them off before you’ve even interviewed.
You don’t want to aim too low and accidentally anchor yourself beneath what you’re worth.
And half the time, you don’t even have enough information yet to know what the role is truly worth.
So a lot of mid-career professionals panic a little in the moment.
They start rambling.
They say they’re “flexible.”
They throw out a number too quickly.
Or they avoid answering entirely.
And afterward, they replay the conversation wondering if they just hurt their chances.
What’s interesting is that the people who struggle most with this are often incredibly accomplished professionals.
They’ve managed teams.
Negotiated budgets.
Led high-stakes conversations.
But nobody ever taught them how to navigate salary conversations strategically in today’s hiring market.
Here’s the important thing to understand:
The recruiter screening call is not the real negotiation.
At this stage, they’re usually trying to determine whether you’re generally aligned with the compensation range for the role.
Your goal is not to lock yourself into a number too early.
Your goal is to stay in the process while protecting your positioning and future negotiating power.
That’s why preparation matters so much.
A strong answer is usually grounded in:
• market research
• your level and experience
• the scope of the role
• and enough flexibility to leave room for the full conversation later
What you want to avoid is sounding unsure, overly open-ended, or unprepared, because confidence in these moments matters more than most people realize.
And honestly?
This is exactly why interviewing today requires more strategy than it used to.
It’s not just about “being qualified.”
It’s about knowing how to position yourself throughout the entire hiring process.
If you’re getting interviews but unsure how to handle recruiter screens, salary conversations, networking, or interviews strategically in today’s market, that’s exactly what we work on inside my coaching programs.
Book a free Mid-Career Strategy Session here and we’ll look at where your current search may be costing you opportunities and what to adjust:
If you’re in a search right now and something feels off or you’re getting traction but not the right traction or you don’t want to end up accepting something that feels like a step back
I only open a limited number of these each week, and they fill very quickly.