BEFORE YOU MAKE THE OFFER — ASK, THEN SETTLE EACH ONE OUT LOUD:
  1. What's it going to take for you to say yes and quit looking?
  2. What has to be true about the pay — the number, and how often?
  3. What do you need outside the money? (start date, schedule, family days, a truck)
  4. If I put exactly what we just settled in front of you, are you in?