I’ve interviewed and hired dozen of software developers for all sort of roles.

As an interviewee this is the most important thing to remember:

Most companies want to pay you as little as they possible can, and usually, you are at a disadvantage.

You can either bitch about it, cry, say that you hate the system, and write blog posts about how broken the world is.

Or you can learn how to play the game. Get good at it. And make a good living because of it.

This is what you have against you:

Hiring managers play this game all the time. You don’t

Hiring managers have dealt with all sort of people in all sort of situations. You haven’t

Hiring managers know the script. You don’t

Hiring managers aren’t sweating like you are.

But this is what plays in your favor:

The company needs to fill the position.

There aren’t enough of you out there.

They have invested a lot of time in you already.

They want to get back to work, not keep interviewing.

They have the money. They just need somebody to convince them.

Any sales person will tell you that there’s no easier sell to make than when you have a motivated, interested buyer.

You are the salesman. The hiring manager is that buyer.

So here are some tips to get through that interview and prime the situation for the money talk:

- Be assertive
- Take the lead
- Remember they need you
- Be confident
- Come prepared
- Talk, but also listen
- Be professional, but losen up a bit
- Be amicable
- Keep eye contact
- Remind then why you are there
- Make them talk about why they need you

And here is the kicker:

DO NOT ASK ABOUT MONEY

The hiring manager will ask you (they have to), and you are going to answer:

“I’m expecting to be compensated conmesurately with my experience and the role that I’ll have at this company.”

But that won’t be all

The hiring manager will press again trying to get to a number. You’ll answer:

“I’m absolutely comfortable somewhere in the top quartile of my market value.”

They will probably stop asking at this point, but if they insist, here is your final answer:

“I’m happy to email you tonight the latest http://Salary.com  report with information about my market value.”

In case is still not clear at this point:

Don’t say a number! Let them make an offer!

(Unless you are pretty senior and know how the game is played.)

There will be a point in your career where I’d recommend you anchor the conversation with a figure before they ask. But if you are starting out, and not sure how much is enough, play from behind.

Do this, and I promise you’ll have a much better chance of maximizing your profit.

If you want a very good formula to ask for a raise and get it, make sure to follow me.

I'll be posting it on Monday, August 3.

You won't regret it.