What Does the Position Pay?

"How much or what does the position pay?" is one of the second most voiced objections that you as a recruiter have to learn to address with candidates. Most would suggest to never disclose a compensation range early on, because no candidate ever views himself or herself as average.  Therefore, when you throw out a salary range, the candidate will only hear the top end of the spectrum.  You risk either the candidate eventually turning down the offer because it wasn’t at the highest end of the range, or you risk a candidate currently being in the top end of the range and therefore not interested in pursuing a conversation with your client.  You also risk mistaking this question for an indication of interest, when it may not be at all!