Punch The Elephant: How To Sell Anything To Anyone And Overcome Any Objection... Even If You're Bad At Sales
IF YOU THINK YOU HATE SELLING, THIS BOOK IS FOR YOU.
Serial entrepreneur, business expert, and best-selling author Mike Keonigs has spent decades studying human psychology, motivation, business, and language, in order to crack the code on sales. The result: A sure-fire way to get people to not just buy from you, but want to buy from you (there's a big difference!).
Welcome to the Superpower Accelerator Lightning Close. This sales system is so straightforward and so simple, it will outperform any other "process," "framework," or "secret" being touted by the so-called sales gurus and experts... and now, it's in your hands!
If you're looking for a repeatable, scalable way to close sales of any size, the Superpower Accelerator Lightning Close is your answer. It's been used by thousands of people in hundreds of different industries to "punch the elephant" and make the sale (one client closed a deal worth $35 million within days of learning this method!).
This step-by-step guide will show you:
- HOW most salespeople get things really wrong (and end up sinking the sale before they even open thir mouth)
- HOW to create a compelling sales story that sets you up for success
- The most common OBJECTIONS and how to overcome them
- The FIVE QUESTIONS that determine the success of your close (skip any of them and you're in trouble)
- The "Eels" who are likely to kill your deal- and how to head them off before they exert any influence
- Ways to use AI to make your sales process EVEN MORE powerful
Inside, you'll find word-for-word scripts, your framework, and examples to get you started.
This is the only sales book you'll ever need!
Creators & Guests
Host
Mike Koenigs
Mike Koenigs is an entrepreneurial dynamo who doesn’t just play the game—he rewrites the rules. He’s built and sold four businesses, two to publicly-traded companies, racking up over $100 million in revenue and serving 54,000 customers across 121 countries. As a 19-time #1 best-selling author, he churns out hits faster than most people can read them. After beating stage 3A colorectal cancer, he penned Cancerpreneur, turning a personal battle into a beacon of inspiration. Beyond his own ventures, Koenigs excels at building brands, reinventing founders and entrepreneurs, and guiding them to their next big act through his work at Superpower Accelerator. Check him out on his website, LinkedIn, Facebook, or podcasts like Capability Amplifier and The Big Leap. He’s the go-to advisor for heavyweights like Tony Robbins, who raves, “Mike is an extraordinary man. He’s brought me insights on how to reach people on the Internet that are so valuable. This is a man you should deal with.” Peter Diamandis calls him the “Arsonist of the Mind.” Oh, and he’s raised $2.6 million for humanitarian causes, proving he’s as generous as he is driven. Mike’s story? It’s resilience, humor, and relentless hustle rolled into one.
What is Punch The Elephant: How To Sell Anything To Anyone And Overcome Any Objection... Even If You're Bad At Sales?
If You Think You Hate Selling, This Book Is for You.
Serial entrepreneur, business expert, and best-selling author Mike Keonigs has spent decades studying human psychology, motivation, business, and language, in order to crack the code on sales. The result: A sure-fire way to get people to not just buy from you, but want to buy from you (there's a big difference!).
Welcome to the Superpower Accelerator Lightning Close. This sales system is so straightforward and so simple, it will outperform any other "process," "framework," or "secret" being touted by the so-called sales gurus and experts...and now, it's in your hands!
If you're looking for a repeatable, scalable way to close sales of any size, the Superpower Accelerator Lightning Close is your answer. It's been used by thousands of people in hundreds of different industries to "punch the elephant" and make the sale (one client closed a deal worth $35 million within days of learning this method!).
This step-by-step guide will show you:
How most salespeople get things really wrong (and end up sinking the sale before they even open their mouth)
How to create a compelling sales story that sets you up for success
The most common objections and how to overcome them
The five questions that determine the success of your close (skip any of them and you're in trouble)
The "Eels" who are likely to kill your deal—and how to head them off before they exert any influence
Ways to use AI to make your sales process even more powerful
Inside, you'll find word-for-word scripts, your framework, and examples to get you started.
This is the only sales book you'll ever need!
Chapter Nine, A Day in the Life
The number one FAQ, my business is different. I'm in B2B slash B2C slash I sell dog food. I'm in tech and I'm not in tech. I don't have a product. I have a high ticket product, a low ticket product. When someone says that their business is different, it's really a fear response. What they're really asking is these three questions. Is it easy? Does it work? Can I do it slash will it work for me?
These questions provide an incredibly valuable frame of what any potential buyer is thinking before they say yes. these are the objections that underlie every other objection. People are looking for reasons why your product offering won't work for them. They're going to spot the flaws because they're afraid of making a bad decision. And deep inside, they're more afraid of them failing the system than the system failing them. We've talked about that in a previous chapter. Also, they've made some bad decisions in the past, and they don't want to be humiliated or shamed by someone who works for them or their eel, saying, see, I told you so, or look at you. You made that dumb mistake again. What's wrong with you? Basically, they have their critical parents swimming around inside their head, and they're terrified. It scares the hell out of them.
So your job is to probe and ask lots of questions, as we've talked about already. But sometimes you just want to punch that elephant and take it head on by saying, yeah, that's what a lot of people say. That's what a lot of people think until they realize that what they're lacking and what's missing is a system. Now here's where I pull out my trump card. I say, look, I built and sold five different companies on my own, and over the past five years I've created over 100 businesses. I'm going to tell you why your business isn't special. Yep, that's blunt. A left hook right to the schnoz.
Depending on the person, I may soften my approach a bit. I'll say, well, that's what a lot of other people have said in the past, but here's what I know with absolute certainty. And you let me know if this rings of truth for you. I've never met a business owner or founder who hasn't agreed that their packaging and positioning could be better, that their messaging could be better, that their sales presentation could be better, that they could be selling to better customers.
I've never met a business owner or founder who hasn't agreed that they'd like a bigger, more expensive offer, that they'd like their sales process to overcome objections more quickly, that they'd like to speed improve their delivery. Those are universal issues. What I have found is that the framework we've created, and then I will hold up my book, Your Next Act, and my superpower accelerator blueprint. I've found that this framework has worked with every single business and every single founder we've ever dealt with. It's totally normal and natural to think you're special and think you're different. That's because most people get lost in the details and they don't have the right frameworks and systems in place. They are constantly creating more complications and creating more exceptions that will make it almost impossible for team members and employees to implement a system. it seems like they're always chasing the exceptions and that's what gets in the way.
So instead, sometimes the solution is to take a step back and creating principles and systemizing first is exactly what you need. At that point, I'll say, now, how does that land for you? Can you punch some holes in that thinking? Is it okay if I show you a couple of examples of some people who are very similar to you and had the same concerns? I don't offer resistance. I just show them something and then I listen. I show them something else and listen some more.
And then I reinforce the fact that, look, I'm not here to win or make you wrong or make me right. I am only here to get results. And what I can say is if you look at the testimonials, look at the examples that we have, you'll see that we've got a long track record of success. And I'm not going to screw up my reputation by taking on someone who I don't feel 100% confident that we can provide results for them. who I don't work with, I'm proud of the fact that my team and I have been able to get incredible outcomes for the vast majority of our clients.
The times when we found it difficult to get results is when a founder isn't coachable, thinks they're right, and is absolutely stuck on being right. I avoid these people like the plague because I'm not going to be the one to change them. I'll leave that to their shrink or their spouse. After stepping in this pothole a couple of times, I've got a screening question to help me weed out the folks who are going to jam up the works. Have you ever been kicked out of a coaching program, or have you ever had a consultant, advisor, or coach refuse to work with you or fire you? If so, it's a sign that they may be trouble. Beware. I learned this from a mentor, Joel Bauer, years ago. He called it the Mary Kay Close, named after the iconic direct sales business.