Salary talk scripts
Money talks are scary mostly because nobody ever shows you the words. You know roughly what you want. You just don’t know how to open your mouth and say it without sounding greedy, or shaky, or both.
So here are the words. Real lines you can say out loud or send in a message, for the five money moments that come up most. None of them are tricks. You won’t find an “always ask for 20% more” rule here, because that rule doesn’t exist.
Change them until they sound like you, and put your own numbers in the brackets. The point isn’t to read a script. The point is to walk in with something ready, instead of hoping the right sentence shows up on its own.
You got a job offer
This is the moment you have the most room to talk. They have already chosen you, and they don't want to start the search again. Asking for more here is normal and a good employer expects it. Say thank you first, then ask once, warmly and clearly.
Send this, or say it on the call
Thank you - I'm really glad to get this, and I want to say yes.
Before I do, can we talk about the salary? Looking at what the role covers and what I'm bringing to it, I was hoping for [your number]. Is there room to get closer to that?
Everything else about the offer feels right, so I'm not looking for a long back and forth. I'd just like to land somewhere we both feel good about.
If they say this, you say that
They say “That's already the top of our range.”
You say “I understand. Is there anything else that could move - a signing bonus, an earlier pay review, or extra time off?”
They say “What would it take for you to say yes today?”
You say “[Your number], and I'd sign today.”
They say “Can you tell us what you earn at the moment?”
You say “I'd rather talk about what this role is worth. For a job with this scope I'm aiming at [your number].”
They say “We'll need to go away and think about it.”
You say “Of course, take the time you need. When should I check back with you?”
Worth knowing
- Ask once, clearly, then stop talking. The silence afterwards feels long to you and normal to them.
- Get the final offer in writing before you resign from anything.
- Never say a number you'd be unhappy to get. Whatever you say first becomes the ceiling.
You want a raise
A raise is not a favour, it's a business conversation. The person deciding needs two things from you: proof the job has grown, and a clear number. Book time on purpose for this. Do not slip it into the last two minutes of another meeting.
Say this in a meeting you booked for it
Thanks for making the time. I'd like to talk about my pay.
Over the last [time], my work has changed. [One or two real examples: what you took on, and what came of it.]
Because of that, I'd like us to look at moving my salary to [your number]. Can you tell me what's possible, and what you'd need to see from me to get there?
If they say this, you say that
They say “There's no budget for that right now.”
You say “I understand. Can we agree what the number would be when there is budget, and put a date on it?”
They say “You're already paid fairly for your level.”
You say “Then can we talk about the level? Here's the work I'm doing that sits above it.”
They say “Let me look into it and come back to you.”
You say “Thank you. Can we put twenty minutes in the calendar for [two weeks from now] so it doesn't get lost?”
They say “Are you looking at other jobs?”
You say “I'm asking because I want to stay, and I want this to feel right if I do.”
Worth knowing
- Bring examples, not feelings. "I ran X and it did Y" lands. "I've been working really hard" doesn't.
- Ask before budgets are set for the year if you can. Once the numbers are locked, the answer is already decided.
- Never make a threat you're not ready to follow through on.
You have a performance review coming up
A review is usually the wrong moment to ask for money, because the money was decided somewhere else weeks ago. Your job in that room is to make sure your year is described correctly, and to book the pay conversation for straight after.
Open with this
Before we go through the form, can I give you my own summary of the year? [Two or three things you did, and what came of them.]
I'd also like to talk about pay. I know that might not be decided today - can we set a time in the next couple of weeks to go through it properly?
Then, after the feedback part
That's useful, thank you.
If I do those things well over the next six months, what would that mean for my level and my pay?
If they say this, you say that
They say “Pay is handled separately from reviews.”
You say “Understood. Who decides it, and when? I want to make sure my work is in front of them before then.”
They say “You've had a good year.”
You say “Thank you. Does a good year put me in line for a raise this cycle, or is that a different bar?”
They say “Here's where you need to improve.”
You say “Thank you for being straight with me. Can you give me one example, so I know exactly what to change?”
They say “Let's look at it next cycle.”
You say “Okay. Can we write down what next cycle would need to look like, so we're both working from the same list?”
Worth knowing
- Send your own summary of the year a few days before. Managers write reviews from memory, and memory is short.
- Write the feedback down in the room and read it back to them. It saves a "that's not what I meant" argument later.
- Ask what's outside your manager's control. That tells you who else you need on your side.
A recruiter asks what salary you expect
This usually comes early, before you know much about the job. You do not have to give a number on the spot, and you are not being difficult if you don't. If they push, give a range you'd be genuinely happy with at the bottom - because the bottom is what you'll get.
Try this first
Good question. I'd like to understand the role a bit better first. What range have you set aside for this position?
If they hold and want your number
Fair enough. Based on similar roles, I'm looking in the range of [X to Y], and where I land in it depends on the whole package.
Does that sit alright with what you have?
If they say this, you say that
They say “I need a number to move you forward.”
You say “Sure - [X to Y]. That's based on what similar roles pay for this kind of scope.”
They say “What are you earning now?”
You say “I'd rather keep this about the new role. For this one I'm looking at [X to Y].”
They say “That's above our range.”
You say “Thanks for telling me. What is your range? If it's close, I'd still like to keep talking.”
They say “Is that number flexible?”
You say “A little, for the right role. What did you have in mind?”
Worth knowing
- In a lot of places they are not allowed to ask what you currently earn. You can simply say you'd rather not share it.
- Recruiters almost always know the range. Asking them for it first is normal, not rude.
- Do a little homework before the call. Job ads, pay websites, and one honest friend in the same field will get you close enough.
You got a promotion but no raise
A new title with the same pay is common, and it isn't always bad - sometimes the money genuinely comes a step later. What you shouldn't do is take it in silence, because silence gets read as "this is fine forever".
Say this when they tell you
Thank you - I'm glad you see me in this role, and I want to do it.
I do want to talk about the pay, though. The job is bigger now and my salary hasn't moved. What can we do about that, and when?
If it can't happen right now, I'd like us to agree on a number and a date, and write it down somewhere.
If they say this, you say that
They say “The raise comes at the next review cycle.”
You say “Okay. Can we agree the number now, so it isn't a brand new conversation in six months?”
They say “The title is the reward for now.”
You say “I appreciate the title. I'm doing the bigger job today though, so I'd like the pay to follow within a set time.”
They say “You need to prove yourself in the role first.”
You say “That's fair. What does proven look like, and how long does that usually take here?”
They say “Everyone gets the same increase.”
You say “Understood. Then can we look at where I sit in the pay band for this new role?”
Worth knowing
- Say yes to the job and still ask about the money. They are two separate conversations.
- Put any promise about timing in writing. A short email afterwards saying "just to confirm what we agreed" is normal and nobody minds it.
- Take the title anyway if the work is good for you. A bigger job on your record is worth real money later, wherever you end up.
Before any of these
Say the words out loud once, to a wall or a friend, before you say them to the person who decides. The first time you hear yourself ask for money is always the strangest. Better to get that out of the way in your kitchen.
Knowing the words is half of it.
Knowing what you’re actually worth is the other half. That’s much easier with someone in your corner who has seen your kind of work from the inside.
Answer 10 honest questions