I stopped counting the times I've heard recruiters say, "I have an offer, now I just hope my candidate accepts!"  REALLY?!  My question back has never changed, "why is it you don't already know?"  Clearly, we're not selling major appliances and our product comes complete with opinions, but we can still do better than just hoping can't we?  My philosophy has always been that anything the candidate says can and will be used against them to create a positive close.  To that end it's imperative that we do what we can to know everything about our candidates

Ever skip questions or steps because you felt like you had a good read on the candidate's style or job title?  I'd love to say I haven't but I'd be lying ;)   I actually lost one to not knowing the candidate needed a private office!  All the PhDs on staff as well as the CEO were sitting in cube-ville so I assumed after interviewing onsite that he'd get the hint...he did not and it was a deal-breaker for him.  Stupid?  In my opinion yes, on both his and my part, but we learn.

We all know the questions to ask but occasionally we get too comfortable and start acting like Nostradamus with our ability to predict the future and what our candidates want/need.  I can actually track every candidate offer I've had declined to a question I could/should have asked but didn't, because I mistakenly assumed I KNEW the answer.  

I remind myself on a regular basis to ask the hard questions up front so as to build rapport with my candidates and know what the potential obstacles will be before we get the offer.  Once the offer comes out it's either close or be closed.  Have a great Thanksgiving...vinny