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:
Resources:
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