How to Show Up Like You Belong in Every Sales Conversation
Confidence is a preparation strategy.
When we think of confidence in sales, we often imagine the moment during the pitch; the handshake, the smile, the poise. But the truth is, confidence is built before you ever walk into the room or log onto the call.
It’s in how you manage your own energy before you meet your client.
Here’s your Rainmaker checklist to make sure you’re showing up as the most grounded, prepared version of yourself, every time.
✅ 1. Did I research the client or company I’m pitching?
You can’t sell confidence if you’re guessing what matters to them. Know their story, their audience, and what success looks like on their side of the table.
The most confident salespeople walk in with curiosity and context. They’ve done the work to understand who they’re talking to.
✅ 2. Am I dressed for success, and for the vibe of my buyer?
Dress in a way that reflects who you are and respects who they are, while matching the energy of the experience. Have this part together. Visual trust is built (or broken) long before your pitch begins.
This one matters. People make a first impression within five seconds of meeting you before you ever say a word.
My brother Nicky, who is a sales unicorn, has always preached, “be the most put together person in the room,” when you are selling something.
✅ 3. Do I know my numbers?
Confidence collapses without clarity. Know your pricing, your process, and what’s included so you can speak without hesitation.
Numbers aren’t only about math. They’re about message. When you own your structure, you earn their trust.
✅ 4. Do I know the next step I want them to be at after this meeting?
You’re not trying to get them to close. You’re guiding them to the next step toward yes.
That might be a tour, a tasting, a proposal review, or a simple follow-up. Confidence is knowing exactly what that next step is, and inviting them there with ease.
When you remove pressure and focus on progress, your clients feel it. They don’t feel “sold.” They feel supported.
✅ 5. Have I set my intention for this meeting?
Ask yourself, “What outcome am I hoping to create?”
When you focus on clarity, not control, your presence changes. Intention keeps you grounded in purpose, not performance.
✅ 6. Am I showing up as the solution, not the seeker?
Clients can feel your energy. Are you showing up to prove yourself, or to serve?
Be the steady hand that helps them make a confident decision. Confidence doesn’t chase; it guides.
THE RAINMAKER REMINDER
Confidence isn’t loud. It’s grounded. It’s the quiet power of knowing who you are, what you deliver, and how you make people feel.
Walk in like you belong, because you do.
As my father-in-law used to remind my husband growing up, quoting FDR:
“Speak softly and carry a big stick.”
That’s confidence. Quiet strength. Clear presence. And the steady belief that you’ve already earned your place at the table.
