podcast ·Oct 23, 2025

Building Trust, Authority & Authentic Sales Conversations with Bryan McDonald

by Drewbie Wilson

Sales doesn’t have to feel fake, forced, or manipulative. In fact, the most powerful sales strategy might just be showing up as yourself, being consistent, and having the courage to challenge prospects when it matters most.

In this episode, I sit down with Bryan McDonald, sales coach and founder of On Purpose Growth, to dig into the psychology of selling, building authority, and why respect will take you further than being liked. From his early career “trial by fire” lessons to his proven frameworks that help sales pros succeed without losing themselves, Bryan shares straight-talk strategies you can put into play immediately.

🔥 Episode Highlights

Trial by Fire: How Bryan’s very first sales manager taught him everything not to do when clients begged him never to bring the guy back.
Authenticity Over Persona: Why “shape-shifting” kills trust—and how unapologetically being yourself creates authority.
Punch & Hug Philosophy: Bryan’s unique approach to challenging prospects while still earning their trust.
Frameworks vs. Scripts: Why scripts can feel fake, and how frameworks give salespeople freedom to be authentic.
Respect Over Likeability: Why seeking respect builds stronger long-term relationships than simply trying to be liked.
Emotion First, Logic Second: How sales conversations always start irrationally, and why you must connect emotionally before logic kicks in.
Challenging Builds Trust: How saying “why do you even want to do this?” creates deeper buy-in.
Consistency Wins: Why most salespeople lose because they fail to consistently follow a process and stick with it.

💡 Key Takeaways

What you give is what you get – Show up with confidence, trust, and authority, and you’ll receive it back from prospects.
Authenticity sells – You don’t need suits, gimmicks, or personas. Just be unapologetically you.
Challenge with care – Don’t be another “yes person.” Healthy pushback earns trust and authority.
Sales is emotional first – People decide with feelings and justify with logic. Learn to speak to the emotional brain.
Framework beats scripts – Adopt repeatable structures, but make the words your own.
Consistency compounds – The #1 skill most sales pros lack. Show up, follow through, and stick with your process.

🔗 How to Connect with Bryan McDonald

📱 LinkedIn: https://www.linkedin.com/in/mcdonaldbryan/

🌐 Website: https://www.mcdonaldbryan.com/

✉️ Join his newsletter: https://onpurposegrowthcommunity.com

🎯 Call to Action

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"By sales professionals, for sales professionals - Tales of your wildest sales stories and tactics to succeed in your sales career across various industries."

Join Drewbie Wilson, a sales veteran with over 20 years of experience, as he brings you insider stories, humor, and actionable strategies to excel in your sales journey.

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