👋🏻 Jacob here.
Ever wonder why some executives land dream roles with eye-watering compensation packages, while others settle for scraps?
I have a secret weapon that I’ve witnessed double offers in the 11th hour.
It’s called the Phantom Close.
No, it’s not a ghost story. It’s a psychological power move that turns the tables in high-stakes negotiations.
Here’s the deal:
Most execs play defense in negotiations. They react, respond, and hope for the best. Some will be overly aggressive and anchor high, blitzing relationships and leaning into ultimatums. High-risk, often underwhelming rewards.
But the top 1%? They know better.
Enter the Phantom Close.
It’s simple, yet devastatingly effective:
- Act like the deal’s done.
- Shift the conversation to solving problems, meeting teams, building strategy, etc.
- Watch as they scramble to “seal the deal.”
Why does this work?
- It triggers loss aversion. They’ve mentally “won” you and are afraid of losing out.
- It showcases your confidence. You’re not begging for the job; you’re planning your impact.
- It flips the script. Suddenly, they’re selling to you, not the other way around.
I recently had a client, let’s call him Alex, who used this in a CEO negotiation.
In the money call, he casually asserted, “I’ll review the offer this week, let’s focus on the transition play, minimizing the impact on the team, and salvaging enterprise value through the swap.”
The Investor went into problem-solving mode, started working with my candidate immediately and shared more information on how the transition needed to happen.
The deal hadn’t been finished yet — but my client double-downed on a negotiation must-do… The people you negotiate with NEED to understand that they can and will have you — or they won’t go to bat for you while you’re making counter asks.
The result?
The counter-negotiation shifted from, “Do this for me or I walk” to “Let’s do this together and align across the board so we can get started immediately.”
Not only did we win a significant base salary bump (40%) and accompanying bonus and equity, but we also won a sign-on, milestone payments, and severance.
All from one simple psychological shift that set the stage for stronger collaboration and alignment.
But here’s the kicker:
The Phantom Close isn’t about being manipulative. It’s about aligning perceived value with real value.
You’re not tricking anyone. You’re showing them exactly how valuable you’ll be from day one.
Remember:
- In high-level negotiations, perception is reality.
- Confidence isn’t arrogance if you can back it up.
- The best deal is one where both sides feel enthusiasm for what lies ahead.
So, next time you’re in a crucial negotiation, don’t wait for them to close the deal.
Phantom Close it yourself.
Take control. Shift the narrative. Watch as they scramble to secure you.
Because in the C-suite game, you’re either the chess master or the pawn.
Which will you be?
Stay fearless, friends.
See you next week.