"Instead of showing up to let everyone know how great we are, show up to find out how great everyone else is."

Simon Sinek

This wonderful quote emphasizes the value of humility and genuine curiosity about others.

Rather than seeking validation or praise for ourselves (shouting from the rooftops, how great we are), we can create deeper connections and learn more by appreciating and recognizing the strengths and qualities in those around us.

Reflect upon appreciation, now think about your clients and future clients.

Let's get you focusing in on:

• Humility, as you focus less on self-promotion and more on learning from others.

• Curiosity, as you approach interactions with an open mind, eager to discover the unique talents and stories of those you meet.

• Connection, as you build relationships centered around listening and appreciating others than by talking about yourself.

I encourage you to seek to understand the greatness in those around you, as this will foster stronger connections, create more collaborative environments, and ultimately lead to growing yourself.

True greatness often lies in recognizing and celebrating the greatness of others. In a sales context that would be your clients and future clients.

We all know the sales world is competitive, however; there's one principle that often separates top performers from the rest... how one shows up matters more than anything else.

It’s not just about being present. It’s not just about wearing the right clothes, or saying the right things, it’s much deeper. It’s about presence, purpose, consistency, and integrity.

When you understand that how you show up mentally, emotionally, energetically, and relationally, is mission-critical to your sales growth, you soon start to unlock a level of performance that transcends tactics and techniques.

As Maya Angelou so wisely said,

“People will forget what you said, people will forget what you did, but people will never forget how you made them feel.”

How you make people feel starts with how you show up.

Why Showing Up Matters

Inside the sales world, success is often measured in numbers, calls made, deals closed, revenue generated.

Beneath those metrics lies something intangible, your presence. Your sales presence is the energy and authenticity you bring into every interaction. It’s what people experience when they talk to you.

Your clients and future clients are more informed, more skeptical, and more overwhelmed than ever. They don’t want to be sold to, they want to connect with someone they can trust.

Trust starts the moment you show up. Not when the presentation begins. Not when the contract is signed. But from the first touchpoint.

Whether it's a cold call, a LinkedIn message, or a face-to-face meeting, how you show up signals who you are. Are you prepared? Are you confident? Are you listening more than you’re speaking? Are you genuinely curious about their problems or just pushing a product?

Your presence either builds trust or breaks it.

Take Selling in a Post-Trust World with you, download the audible today.

The Inner Work of Sales

This has everything to do with how you show up.

So many salespeople focus on skill side of sales, prospecting, objection handling, closing strategies. All those are essential, however; they won’t matter if your inner world is out of alignment.

Sales is a performance profession. And every great performance starts backstage. That means doing the inner work.

Here are some key areas to zero in on:

Mindset

“Whether you think you can or think you can’t—you’re right.”

Henry Ford

What beliefs do you carry into your sales conversations? Do you believe you bring real value? Do you believe you're worthy of winning big deals? If your mindset is rooted in fear, scarcity, or self-doubt, it will show up in your tone, body language, and language.

Your action item - Start off our morning with a mindset reset. Spend 5 minutes journaling your intentions, visualizing successful interactions, and reinforcing positive beliefs.

Emotional State

Sales is emotionally demanding. Rejection, pressure, and unpredictability are part of the job.

Top salespeople learn how to manage their state. They don't let a bad call affect the next one. They cultivate resilience.

How you feel impacts how you show up. If you're anxious, tired, or not present, people will feel it, even if you try to hide it.

Your action item - Before every call or meeting, take 60 seconds to center yourself. Take some deep breathes to get grounded. Focus on how you want to show up for the person on the other end.

Clarity of Purpose

Here me out on this one... Why do you sell? What’s the deeper mission behind your work?

When you have clarity of purpose, you bring intention into every interaction. You’re not just trying to hit quota; you’re trying to serve.

“When you’re in the service of others, your life has purpose. And that purpose drives performance.”

Simon Sinek

Your action item - Develop and write your personal mission statement as a sales professional. What do you stand for? What kind of impact do you want to have on your clients?

Consistency is the Ultimate Trust Builder

Showing up well once doesn’t matter. Showing up well consistently does. Sales growth happens when you build a reputation, when clients and your future clients know they can count on you.

This means you must:

• Follow through on promises.

• Show up on time.

• Be prepared every time.

• Bring value before asking for anything.

• Be the same person in private as you are in public.

We all know this... people are overwhelmed with options. Your consistency creates certainty.

“Trust is built in very small moments.”

Brené Brown

Every email you send, every call you make, every meeting you attend is either building or eroding trust.

The Energy You Bring is the Experience They Remember

People may not remember every detail of what say, but they will remember your energy.

Were you excited? Were you present? Did you care?

Your energy is your brand.

Are you bringing:

• Confidence or insecurity?

• Empathy or ego?

• Curiosity or assumption?

• Passion or passivity?

Your action item - Ask a trusted colleague, a mentor or even a client, to give you honest feedback on the energy you bring to sales interactions. What’s the first impression you create?

Authenticity Sells More Than Perfection

Many salespeople make the mistake of thinking they must have all the answers. Your clients don’t connect with perfection, they connect with authenticity.

Be human. Be real. If you don’t know something, say so. If you made a mistake, own it.

True credibility comes not from knowing everything, but from showing integrity in everything you do.

Vulnerability is powerful. It creates safety. And in that safety, trust can grow.

“Authenticity is the daily practice of letting go of who we think we’re supposed to be and embracing who we are.”

Brené Brown

Are you showing up as your real self or as the version of you that you think your clients want to see?

Three Dimensions of Showing Up

To show up powerfully and with purpose, you must align across these three areas:

Mental Presence

• Are you focused?

• Are you listening actively?

• Are you thinking strategically?

Your mental presence means you’re not distracted. You’re not checking your phone or thinking about your pipeline while the client is talking. You’re here. Fully engaged.

Emotional Presence

• Are you in touch with your emotions?

• Can you regulate them?

• Are you attuned to the emotions of others?

Emotional presence builds empathy. It helps you connect. It shows people that you care, not just about the deal, but about them.

Relational Presence

• Are you building relationships, not just transactions?

• Are you creating mutual value?

• Are you invested in long-term trust?

Relational presence means you treat every interaction as a relationship building opportunity, not just a sales transaction.

Improve How You Show Up

How you show up, well, that's your choice.

Here are a few ideas to elevate your presence:

Prepare with intention - Don’t just review facts before a meeting. Ask yourself, “How do I want this person to feel after talking to me?”

Create rituals- Build pre-call rituals that center you. It could be a breathing exercise, affirmations, or a walk around the block.

Practice intentional listening - Instead of thinking about your next point, listen to understand. Ask better questions. Repeat back what you hear for clarity purposes.

Audit your digital presence - Your emails, LinkedIn messages, and videos are all part of how you show up. Are they aligned with your values and voice?

Ask for feedback - Regularly ask your clients and peers, “What’s it like to be on the other side of me?”

Your Sales Growth is an Outcome of Your Presence

Techniques matter and so does strategy. Those are only as effective as the person using them.

If your desire is to achieve more consistent sales growth, then get used to studying yourself.

Right now, at this very moment, I want you to ask yourself...

• Am I showing up with intention?

• Am I adding real value?

• Am I making people feel seen, heard, and respected?

When you commit to showing up better every day, your results will follow.

Show Up as the Person You Want to Be Remembered As

Sales isn’t about transactions. It’s about transformation. And transformation starts with you.

Be the kind of person people are excited to work with. The kind of person who lifts others up. The kind of person whose presence is a gift.

“How you do anything is how you do everything.”

T. Harv Eker

So how are you showing up?

Every call, every meeting, every message is an opportunity to show up fully, authentically, and powerfully. That’s the secret to long-term, sustainable, mission-driven sales growth.

Your sales growth mirrors your personal growth.

Originally published on Larry Levine's LinkedIn.