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
Popular Podcasts
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
Are You A Charlotte?
In 1997, actress Kristin Davis’ life was forever changed when she took on the role of Charlotte York in Sex and the City. As we watched Carrie, Samantha, Miranda and Charlotte navigate relationships in NYC, the show helped push once unacceptable conversation topics out of the shadows and altered the narrative around women and sex. We all saw ourselves in them as they searched for fulfillment in life, sex and friendships. Now, Kristin Davis wants to connect with you, the fans, and share untold stories and all the behind the scenes. Together, with Kristin and special guests, what will begin with Sex and the City will evolve into talks about themes that are still so relevant today. "Are you a Charlotte?" is much more than just rewatching this beloved show, it brings the past and the present together as we talk with heart, humor and of course some optimism.
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.