Typically there are two different mindsets or approaches recruiter take when they talk to a candidate on the initial conversation.
The first approach is what I call the: "You sell me" approach. The mindset when the recruiter calls the candidate in this approach is that the recruiter is the deal. The recruiter has the position, so the candidate has to basically sell to the recruiter why they are a fit for the position.
The second approach is the what I call the: "Meet the candidates needs approach." In this approach, the recruiters goal is to find out the candidates needs and desires and the disucss the position to see if there is a match