There’s what you want to make. Then there’s what the prospective employer is offering. And then there’s the gap between the two. That’s where negotiating happens—in the space between what you want and what they’re willing to pay.

You’re in sales, so you likely understand that money objections are best countered with value arguments. If your client wants those shoes (or any product or service) but is challenged with the price tag, it’s your job to reveal the value in the shoes (quality, status, etc.) to close the gap between the differences in perceived value.

Same goes in an interview. You’re going to demonstrate your capabilities and how you will add value to the organization for the prospective employer, and you’ll likely find that the following steps closely mirror a sales process you may have encountered or engaged in the past.

Understand the Employer’s Perspective

As a job seeker, you might tend to gloss through the job description and go straight to the requirements and benefits. You want to make sure it’s worth your time to apply, after all. But after you’ve done this, go back to the rest of the job description, because that’s where your research begins.

You’re going to want to know all about the role—what kind of selling is being done? Is it B2B or B2C? Is it in person or fully remote? What percentage of pay is commissions or bonuses? But your questions don’t stop there. You also need to understand the company and the person or people you are going to be talking to. LinkedIn is a great resource to start with as well as any corporate websites. Be sure to read press releases and financial statements.

You’re making sure first that you want to work with this organization. And you’re also learning about what’s important to them. What need do they have that only you can fill? What are their values as individuals and as an organization? What’s the financial status of the organization? Visit Glassdoor, Indeed, or Comparably and see what former employees have to say about working for them. Is the organization growing, and does it reward its salespeople for their work?

All of these questions and more will help you know how to speak to your interviewers.

Make Sure You’re a Good Fit

It goes without saying that if you don’t meet the job requisites, you’re probably not a good fit. Of course, you may meet most of them and feel that you can quickly grow into the others. It might be time to stretch yourself and you can definitely give it a shot.

But besides being qualified, are you a good fit in terms of culture, mission, and values? Does this organization value what you value? Are there going to be situations when you’ll have to compromise your values to do your job? Are you okay with that?

You also need to consider that the job market is cooling down, leading to a reduction in remote work options. Are you okay with the prospective employer’s on-site requirements? To what degree is teamwork a part of the position, and are you comfortable with that?

Think about the fact that you could be with this organization for years, and take a moment to visualize that based on the information you’ve gathered. Are you a good fit for them? Are they a good fit for you?

Understand the Business

Researching the organization is essential, but so is researching the industry. If you’ve made it this far and feel you’re a good fit for an organization you want to work for, you’ll impress at the interview if you’ve done your research into the business.

Take a look at what they sell and how they’re selling it. Read customer reviews. If they’ve done any Facebook advertising, you can see their ads by visiting their page and clicking on “page transparency” to see how they’re communicating. Understand their product or service including the unique features and benefits they offer.

Get excited about the business. For example, if you’re interviewing for the position of account management and sales for a company that creates websites for recruiters—as niche and potentially uninteresting as that initially sounds, get interested. Let your curiosity take charge and dive into research.

When you do this, you’ll likely find yourself coming up with ideas already. This is great, but don’t go into the interview armed and ready to change the company—that could backfire by making your interviewers feel insulted. Do go into your interview prepared and informed with questions you can ask to get them talking about their business.

Think Beyond Compensation

Compensation matters. There’s no dispute about that. But if there’s a gap between what you want and what they’re offering, you may find you need to give a little. What’s the organization offering beyond base pay? Is there an incentive program? What do the benefits look like? Do they value physical wellness, mental health, or personal development? Do they offer schedule flexibility to help offset the cost of childcare? Is there a company vehicle? Or a retirement program?

What does your personal budget look like? If you haven’t, consider downloading an app and getting started. You may want to consult an accountant or friend who knows how to budget. Or find a financial coaching program that fits your needs. Having a clear view of your living expenses will help you evaluate your compensation needs.

In the Human Resources world, compensatory and non-compensatory benefits are called Total Rewards. Some rewards (i.e. free massages on Wednesdays) are nice perks but don’t really translate into value for you and certainly not dollars and cents. Other rewards (i.e. company provided health insurance) can reduce your living expenses making it possible for you to lower your expectations on salary. This is where consulting your personal budget comes in handy.

Know Your Worth

Which way do you tend to err—overconfidence or undervaluing? Either way can cost you the interview. It’s essential that you look at your skills and accomplishments objectively before you put on the shiny veneer of good sales efforts. You should absolutely tout your value points as compellingly as possible. But if there’s no substance to your words, your job will be short-lived.

If you’re a person who tends to undervalue themselves, try finding some interview coaching. Practice speaking in the mirror. Watch your posture and your eye contact. Dress in a way that’s both comfortable and professional. And remember, the person you’re negotiating with is of course going to try to get the best outcome possible. They aren’t shooting low because they think you’re not worth it…they’re expected to manage to a certain budget guideline or expectation. That’s their job.

Generally, people want you to be successful in your interview. You already made it through the initial screening and have read your resume. The individual(s) on the other side of the table recognize potential and that should give you some confidence.

Don’t be afraid to ask for time to consider their offer. Never be afraid to make a counteroffer. As a sales compensation professional, I expect some negotiation. You aren’t the only person that’s ever asked for additional considerations.

Getting a job in any industry is a challenging undertaking, but sales is specifically overwhelming at times. There are many types of sales roles along with a vast array of organizations, products, services, and business sizes. Even with the gradual standardization of pay transparency, the uniqueness of each sales job description makes negotiating your unique value to an organization a vital necessity.

So remember:

• Know Your Customer’s Needs and Wants
• Ensure that You can Deliver on those Needs and Wants
• Understand the Environment
• Know thyself. It’s More than Dollars and Sense
• Don’t force a fit where there is none. Both of you will appreciate it in the long run!
• Be confident