3 Reasons Why I’m Closing Deals (It’s Probably Not What You Think)

Be Focused. Live Great. is an article series and recurring newsletter from Brandon Fluharty — an active strategic SaaS seller to Fortune 50 brands — focused on helping sellers optimize their performance through an integrated approach to work & life that has helped him thrive. Follow Brandon to read upcoming articles.

Once I started treating my sales career like I was a professional athlete, my whole life changed.

Lots of people think that an athlete is only on the job when they’re playing or training, but that’s not the case. When I was training to be a professional soccer player in Romania, I saw how modern athletes structure their lives in that everything they do feeds into the goal of optimizing their performance.

Even though that career didn’t work out for me, the lessons stuck.

When you’re trying to close a large deal, you need to be on top of your game — just like an athlete. So you should use the same techniques they do.

Here’s what I learned and what has worked for me:

1. Prioritize your sleep. You need proper rest and recovery to ensure you are performing at 100% each day. And if you’re not operating at your best due to lack of sleep, you won’t be able to process things quickly enough to adjust to things on the fly. That can and will negatively impact your ability to close large deals. 
2. Manage your energy throughout the day and align your tasks to your natural energy states. We all have a natural chronotype, or circadian rhythm, — some of us are early birds, others are night owls, and most are somewhere in between. Energy states ebb and flow depending on various factors that most people ignore. With some proper planning, you can align your schedule each day around those peaks and valleys (and you can use tools — like wearables and apps — to help). And if you’re able to design your life in that way, you’re training yourself to be a more productive professional seller. 
3. Strengthen your mindset and internal dialogue. You have to be your own best coach. When you have positive self-talk, you can maintain a high level of confidence and perform at a high-level consistently. That confidence acts as fuel to keep you going day after day.

If you can do these three things successfully, I guarantee you’ll see an improvement in your sales results. 

And you can use the below (click here to download the full 4-page checklist) to help you start to tactically implement these behaviors into your everyday routine:

It’s important to remember that starting small and incorporating one (or a few) of these tactics will still get you on the right path. It’s all about the marginal gains — work on getting just 1% better in everything you do — and over time, those positive habits will begin to compound, ensuring you surpass your goals consistently.

Give it a try and let me know how it goes for you!

🐝

I am an active Strategic SaaS Seller with leading Conversational AI Company, LivePerson.

I have closed nearly $50M in sales with some of the world's largest companies in just the past 3 1/2 years using a personal framework I developed called PREP (Plan, Rest, Effort, and Perform) balanced with "flexipline" (flexibility + discipline).

I have leveraged the lessons and experience of being an aspiring professional soccer player in Europe to climbing the ranks from SMB sales, to Mid-Market, to Enterprise, and now Strategic sales.

I am a huge advocate of taking a more holistic approach and using the quantified self to deliver stellar professional results.

Text me at +1 (917) 810-2325 for FREE mobile sales mentorship.

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