Understanding RejectionWhy did the job candidate turn down your offer?

Ask the candidate a question about his objection. This will helpyou understand exactly why they made it and link his thinking toyours. You want to know his reasoning. Suppose you're trying toconvince someone to join your organization and help install a newtimesaving machine. If he replies "That's toocomplicated," how can you counter his objection if youdon't know what he means by complicated? Don't forget, byinquiring into an objection, you're showing interest in thecandidate's concerns.

Excerpted from Attracting & Rewarding OutstandingEmployees