Sales success starts with presence. It’s about showing up with calm confidence, leading conversations with purpose, and helping buyers feel secure in your expertise.

Brad Farris, executive leadership coach at Anchor Advisors, shares how leaders can build trust, reduce anxiety on their sales teams, and set the tone for meaningful customer relationships. He explains why presence is leadership, how high-status behaviors signal confidence, and why slowing down in a deal can actually accelerate results.

Drawing on decades of experience coaching service firm leaders, Brad unpacks the habits that set anxious sellers apart from trusted advisors. He explores practical ways to create boundaries that elevate your value, lead teams with intention, and turn every conversation into an opportunity for deeper connection and long-term success.

In this episode, you’ll learn:

• Presence as Leadership: How showing up with calm confidence helps buyers trust you and follow your lead.
• High-Status Behaviors: Why slowing down, speaking deliberately, and listening deeply can shift the power dynamic in any sales conversation.
• Boundaries that Build Value: How protecting your time and availability signals confidence and raises your perceived worth.
• Coaching Through Reflection: How using a simple start, stop, continue framework helps sales professionals stay centered and lead with intention.

Resources:

• Brad Farris’ LinkedIn: https://www.linkedin.com/in/bradfarris/ 
• Learn more about Anchor Advisors: https://anchoradvisors.com/ 
• Self-Leadership Assessment: https://anchoradvisors.com/self-leadership-assessment/ 

Jump into the conversation:

(00:00) Meet Brad Farris

(02:05) The importance of presence in sales

(04:04) Brad's journey and insights

(06:19) Impact of leadership on sales teams

(08:17) Behavioral techniques for sales success

(10:38) High-status behaviors in sales

(15:37) Setting boundaries and managing time

(18:00) “Start, Stop, Continue” framework