Business owners and sales leaders across industries have collectively experienced a shift in their business. They’re showing up, putting in the effort and following through, but the results aren’t what they used to be. Leads are harder to convert. Clients seem more hesitant, and strategies that once felt solid now fall flat.
This isn’t a sign to do less. It’s a sign to do things differently. In today’s sales landscape, the way we build trust, communicate and connect has changed, and success depends on how well we adapt.
Supercharged sales hinges on four principles: credibility, authenticity, availability and visibility. This framework, popularized by certified sales coach Phil M Jones, may sound simple, but it’s been proven to help professionals reset and refocus.
At the end of the day, people want to work with people they know, like and trust. When you focus on building these four things, you don’t have to “sell” so hard. You just have to show up and serve.
1. Credibility: Proof Over Promises
You can’t just tell people you’re good at what you do; They need to see it. And not just once, but consistently. That’s what builds real credibility.
If someone’s considering hiring you or working with you, they’re looking for signs that you’ve done this before, that others trust you, and that you’ll follow through. Share real results, point to testimonials and talk about what you’ve learned from your experience, not just what you’ve achieved.
You also build credibility every time you follow through on something small, like answering emails promptly, showing up prepared and delivering when you’d said you would. Those little things add up fast.
2. Authenticity: Connection Over Perfection
It’s a common misconception that you need to have it all figured out to be great at what you do. That’s simply not true.
People want to work with someone who feels real – someone who isn’t trying to impress them with jargon or over-polished messaging. People want someone who just shows up and tells the truth. That’s what builds trust.
So, speak how you speak. Share stories that mean something to you. Let people see your personality and your values. When someone feels like they know you, that’s when they want to work with you and refer you to others.
After each sales conversation, ask yourself what felt honest? What felt helpful? What felt too polished? Adjust accordingly. That simple habit helps you maintain your authentic voice while keeping relationships strong.
3. Availability: Make Engagement Easy
No one wants to jump through hoops just to talk to you. And the harder it is to get in touch or take the next step, the more likely someone is to walk away.
Ask yourself, if a potential client wanted to connect with you right now, how easy would it be? Could they find the right link? Understand the next step? Reach you without getting stuck?
Small tweaks go a long way. Add a scheduling link to your emails. Keep your responses warm and clear. Send reminders. Remove the friction wherever you can. People remember when something is easy and then come back time and again.
4. Visibility: Show Up Where It Matters
You might be amazing at what you do, but if you’re invisible, it’s going to be a lot harder to grow.
The goal isn’t to be everywhere. It’s to be present and consistent in the places that matter to your audience. That might be LinkedIn or Instagram, a niche community, local events or even your inbox.
Start small. Post something useful once a week. Comment on someone else’s content. Follow up with past clients just to check in. These moments build recognition, and over time, they build relationships.
Show Up for the Business You Want to Build
These four principles aren’t just strategies. They’re instrumental to becoming the kind of person others want to do business with. They shape how people remember you, how they talk about you and whether they trust you.
When you apply these principles with intention, you create a sales process that feels aligned, grounded and real. That’s what makes your business sustainable.
You don’t need to overhaul everything at once. Just pick one of these principles and commit to showing up differently this week. That’s how momentum starts. That’s how connection deepens. And that’s how success becomes something you can feel, not just chase.
