You want to be natural yet convey energy and initiative. Let the interviewer establish the pace Don't interrupt or ask questions at this point. You don't want to come across as overly aggressive. There will come a time to ask questions, and this is when you can demonstrate your range of knowledge about the company, its products and how your skills and experience fit their needs. Be enthusiastic Enthusiasm is often a significant factor in hiring.
Recruiters respond to a candidate's enthusiasm about a job.
If the employer names a low figure, explain that you know people in your profession are paid between X and Y and that with your skills and experience, you would, of course, want to be paid near the top of that scale. Employers are more likely to respond favorably if you emphasize how you can help the company's bottom line. And that's where doing your homework comes in handy in stressing why your skills are worth top dollar. As you shake hands goodbye, restate the key message that you want the job. That won't cinch things, but it will set you apart from the pack, experts say.