Your company has been trying to fill a position for months. None of the candidates you’ve seen have the right qualifications. It’s frustrating for management and for the workers who have to do extra work while the position is vacant.
Then a candidate comes in and he seems perfect. He has great job experience, is smart, interviews well, and seems genuinely interested in the position and your company. The only drawback is that he’s currently making more than you typically pay for the position. But to get a great candidate in this hard-to-fill position, it’s worth it to you to pay him more. Right?