The dreaded question "How much did you earn in your last job?"

You've made the interview cut. You've rehearsed multiple versions of how you are going to answer the inevitable "walk me through your resume" or "tell me about a that gap in your resume."

You ate a healthy meal the night before, skipped the glass of wine, and you even went to bed early. You've dressed to impress, you've stocked your hand bag with breath mints, spare pantyhose in case the ones you are wearing tear with your nicely manicured nails. Copies of your cover letter and resume can be found in large supply in your handbag/faux leather document holder.

The interview is going well, you're nailing all the questions and really hitting the target with all your responses. And just when you can start envisioning your career taking off at this new company, they ask that question that you were not prepared to answer:

"HOW MUCH DO/DID YOU MAKE AT YOUR CURRENT/LAST JOB?"

Your heart sinks.

You don't/didn't make enough. Not at all. Actually, it's probably a number you are quite embarrassed to share because it's well below what most people likely make in that job.

How do you answer this question without lying (making up a number) and without losing all chance of getting the job? The interviewer will likely press you on this question. This is a sure way to measure you up relative to the position. If you earn/ed much less than what they intend to pay, they'll likely question if you are indeed a good fit for the job. If you earn/ed more, then you've priced yourself out of the job because the assumption is that even if they offered you the job, you would likely not stay in the position for long.

Here are a few ways of going about it:

First thing you need to make sure- KNOW WHAT YOU ARE WORTH RELATIVE TO THE JOB. Be prepared with information to  negotiate (www.salarycoachingforwomen.com). Fully understand how you measure up to the position in question.

Then, go on to answer the question.

a) The Blunt Way: "That is highly personal and would rather not share that information at this time."

While you are completely entitled to this response, this is probably not a great idea. You've antagonized the interviewer, leaving them with the sour impression that they have transgressed into your personal space.

b) Positively Deflect, Deflect, Deflect: I offer a few ideas here, because if you deflect, the hiring manager/recruiter will likely circle back to their question a few times. You need to be prepared with a few seamless responses that will easily roll off your tongue as the pressure ratchets up each time the question circles back.

Have a few of these ready to pull out:

Round #1- If it's relatively early in the conversation, say that you would like to learn a little bit more about the position before discussing the salary topic.

Round #2- Having done your research, say something along the lines of "I know that this type of position pays between $Y and $Z, what is your range for the position?"

Round #3- If you are aware of their salary range, go for the jugular: "While I have some flexibility, based on my experience, I would expect to be at the X percentile of your range (base it on the low, mid or high part of their range, including a buffer zone around the number you are are aiming for- you need to have a solid, market based number... www.salarycoachingforwomen.com can help you)." For this last one, you need to have done your homework and be prepared to explain it. While they can always argue that your number might not "jive" with their internal equity concerns, a well done market analysis is irrefutable. If indeed they pay below the market rate, the question becomes, do you really want that job?

c) The Nuclear Option: If you think it can't harm you, then go ahead and share it. I'm not a fan of this option, even if the interviewer has the best of intentions, I view this number as a yardstick that will be used to measure you relative to the position. Your resume and the way you carry the interview should be used to judge your competence, not a dollar figure.

The idea is to get the interviewer to share the salary range before you are asked about what you earn/ed. If you can, try very your best to shift the conversation from what you currently earn, to what they are willing to pay for the position.

Thoughts and creative ideas on how to answer this dreaded question? I'd love your feedback!