Great recruiters often make offer management look easy.  This is often because of the work that they have put in from the foundation stages of the process, right through the mid-process and up to the offer itself rather than because they are naturally brilliant closers!  The best way of closing effectively is to minimise problems at this stage by running a good process.  Pay particular attention to getting a ceiling on the salary range from the client and a floor from the candidate.   Trial close on these figures at all stages of the process so that when you come to receive an offer you should know whether you’ve got a deal or not.