/ Resources The Power of Presence in Sales Leadership with Brad Farris Guest: Brad Farris 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. Listen Now Amazon More Options Your Host Hayley Parr Head of Marketing, Integrity Solutions In this Mental Selling 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. 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 Additional Resources From This Episode: 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/ Raise your Mental Selling acumen with us by following us on Apple Podcasts, Spotify, iHeartRadio, Amazon, GoodPods or wherever you get your podcasts. Please rate our show or leave a review— we value YOUR feedback! Salesforce, Cognism, FeedSpot and others have all named us as one of the best sales podcasts for your playlist. And Training Industry, Inc. includes us on their Ultimate L&D Podcast Guide. Share This Post: Related Episodes Niche Down for Stronger Go to Market Focus with Cate Hollowitsch Guest: Cate Hollowitsch In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 127 January 30, 2026 32:11 Getting Buyers to Buy When They’ve Already Made Up Their Minds Guest: Em Holldorf In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 126 January 16, 2026 28:14 A Year of Lessons with Mental Selling in 2025 Host: Hayley Parr In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 125 December 31, 2025 18:40 Elevating Sales Outcomes through Rev Ops Excellence with Jess Rose Guest: Jess Rose In this Mental Selling episode, you’ll learn: Jump into the conversation: Additional Resources From This Episode: Raise your Mental Selling… EP. 124 December 18, 2025 26:29