EP337: Growing Organic Sales in YOUR Authentic Way with Jillian Murphy (SP Enneagram 3)

Okay, I know you may have heard about the Enneagram or someone told you you need to know all about it. So here you are.

But what the hell do you do with it? Great news. You are in the right place.

Lead with the Enneagram is the show where you will actually learn how to use this incredible growth tool and apply it in all areas of your life, personally and professional. Hi, I'm Tracy and to be honest with you, I was a skeptic of the Enneagram before I started to actually integrate it into my life. In fact, in true enneagram 8 style, I told my therapist to F off when she wanted me to dive into.

It well over a decade ago.

Now that I have more than a decade of experience using the Enneagram and working on myself in my family with those closest to me, building my own bulletproof leadership sales teams with one on one clients, couples, leading workshops for top Fortune 100 executives, and speaking to large audiences all across the globe about this powerful tool. I've got the proof and deep understanding of how to help you implement this into your life instead of it just being some fun thing you heard about. The Enneagram can be a complex model, but with me as your guide, I will show you how to first lead yourself in a powerful, effective and compassionate way and then help you lead others that way in your life as well. This podcast will have powerful conversations with guests, live typing sessions, and as well as solo episodes of Breaking down dynamics of the Enneagram and how they impact your life, career and relationships. So now let's dive in.

Hello, welcome back to another episode of Lead with the Enneagram. And it's a special episode because, you know, I don't do too many interviews because, you know your girl doesn't bring on anybody she doesn't personally like, put a stamp of approval on and also somebody that she doesn't respect. So that leaves very few interviews, quite honestly. And I'm so excited to Spoken like a true enneagram 8. No bullshit, tell it like it is kind of girl. But today I'm really excited to bring you our guest because she's a straight shootin enneagram3, but a self preservation enneagram3. So she doesn't fit your typical criteria of Enneagram Threes. It's not real flashy and showy. However, she's somebody that is driven by the goal line and a goal line that's driven by excellence, which I really, really love about her. She's got this spunky little spirit that I'm obsessed with. She's older than you might guess. I mean, looking at her, she looks like she could be my daughter, quite honestly. But she. She's a mom and she has a daughter in her 20s like I do. But I love her story. I am inspired by this little girl every single day because tenacious, That's a definite enneagram3 trait. She is a justice fighter. Her tri type is the 3 6, 8 combo. So she's got a lot of fire in her as well. But her story is powerful. And for you, who's listening right now, you know you're a leader and that can mean in your home and your business, but sales is what's driving our economy. Sales is what drives every business, no matter the kind of business. And she is like a sales queen. I'm somebody who does not like to say I'm in sales. I joke that I'm the worst self promoting salesperson of all time. And I am. And when I'm with her or when I'm following her content or listening to her or watching her stories or listening to her podcast, I get fired the fuck up every single time because she makes the sales process not seem so icky scary and she just makes it real as hell. So I wanted to bring you guys, Jillian Murphy, who is the sales queen to our show today. We're going to talk about Enneagram and her story and how to help you grow your business as well. Hi.

Oh my gosh. Thank you so much for having me, Tracy. I have been such a fan of yours, literally for years. And the fact that I'm on your podcast today, riffing with you is just literally a full circle moment. And I'm so freaking excited to be here today. So thank you so much for having me.

Okay, so you've said that to me before and I'm like, wait a second, you've only been in the online space for three years. So what most people know me for, you probably don't even know me for, which is, I mean, other than the Enneagram. Right. But I'm curious, like, how did you come from a corporate America job to getting fired after two decades in that, to all of a sudden being in the online space and I end up on your radar because I'm probably not somebody that would typically end up on your radar, but how'd that happen?

Just curious. Yeah, it was really interesting. So as soon as I came to the online space, I kind of fell into Chris and Lori Harder's world and I started following, you know, a lot of the people that they were kind of following with and kind of friends with. And you were obviously up on that radar. And from the minute that I started following you, I was just, like, engulfed in your stuff. I loved what you did. I loved following you. I loved how real you were. And actually, one of the things that I loved about you was that you had such a successful business, and you were not somebody that was always, like, pushing your stuff and selling your stuff. And I love that people were, like, buying from you, and you had this super successful business, and you were just so real and so authentic. And I'm like, I love that. I just come to her page, and I see her. I see her kids, I see her. Her dogs, right? And I. And she is just so real and so authentic, and she's not pushing sales. And that was one of the things that I actually loved about you from the very beginning. And again, you've just always been someone that's been on my radar that was just so successful and so true. And maybe it's a Midwest thing. Cause I know you're also from the Midwest, just like I am. And, you know, now we're obviously in the same mastermind together. And I've gotten to know you on even more of a personal level. And everything that I loved about you online is just multiplied so much in real life.

Well, I'm gonna say something, because that means a lot to me coming from somebody like you who is watching people who sell. Right. And before we get into that, I. Yeah, I kind of want it on your radar. Cause I want to touch back on this, because there are a lot of people like me who, like, obviously I do sell my stuff, and I do have a very successful business. And I'm not somebody that I'm like, the queen of the no sell sell. And so I want to touch on that in a little bit, but before we do, because there is an art to that for sure. Right. And it's kind of exactly what you had just said, like, that authenticity. But I had to earn that right. Before I could kind of be that. So we'll touch on that. For those of you listening that are kind of more shy with that, I mean, I've been shameless in the past. So that being said, you know, you came on the radar. We were talking before we hit record, and to be in our mastermind that we're in together, like, you have to be baller status in income. Like, I want you guys to know, to be in this mastermind, you have to be raking in half A million dollars. And three years ago, three and a half years ago, she was in corporate America. She was in corporate America. Not even really in the online space other than probably just saying, hey, hi, friends, whatever, even if at all. Right, yeah. Super excited that I was just hitting six figures. That happening? Yes. Just hitting six figures at a 20 year corporate job. And what was that career job?

Yeah, I was in, I was in food service distribution. So a lot of you guys probably heard of like Cisco Foods. I was at Cisco Foods for 18 years. Yep. I was at Cisco Foods for 18 years. And then I was at the smaller distributor after that for the last couple of years of my career. But I was a ride or die corporate person. I mean, I never ever thought I would have left corporate. I could have literally tattooed Cisco Detroit across my forehead. I never, ever would have thought that I would have left my corporate job. And unfortunately, during the pandemic, they cut from the top down and I lost my corporate job and never, ever, ever expected it to come. And from that moment on, I never wanted my livelihood, my family, anybody else to have my financials in somebody else's hand. And that's why I took my, you know, my God given talent, my universe given talent, Buddha, whatever it is that you believe in, skillset, and move it to the online space.

Okay, so this is the gift of being an enneagram3 as well. Like they don't slow down when shit hits the fan. Especially if as a self preservation three with your safety, security and comfort at stake. Threes can be the masters of pivoting and pivoting very fast. And they don't get caught up in the feels. Even though you're in the feeling center of intelligence and you do feel all the things, you don't necessarily stay in those feelings. And that's part of your gift and part of your kryptonite too, because it's like, I don't want to feel this, so let's just get busy so you get laid off. I'm sure you're like, what the actual just happened?

Yep.

What is the first thing you do?

Yes. So I have to go back. I have to go back about six weeks and tell you guys a quick story. So I had some friends who were in the online space and they were coaches. And I was like, I don't even know what the hell you guys do. You guys talk on your Instagram stories, post. You guys post. I literally make fun of you guys. I don't know what you guys do. And they were going to a mastermind called Fast Foundations in la, California. And they were like, hey, do you want to come with us to this mastermind? In air quotes? And I had never heard of a mastermind. I had no idea who Chris and Lori Harder were, but they were like, hey, do you want to come to this event with us? And I was like, three days in la, I'll totally go with you guys. I have no idea what this thing is. I go to this mastermind called Fast Foundations. I walk in the room, no idea what these people do, and I have to get up, get up in front of the room and introduce myself. And I remember I had a post it note because Chris Harder was like, tell us what you do. Tell us what your superpower is and tell us what you want to get out of this weekend. And I was like, hello, my name is Jillian Murphy. I've been in corporate sales for 22 years. I literally am here for a good time. I have no idea what you guys do, but I'm like, here for it, right? And we went. We then went to lunch that afternoon, and I sat next to his brother, Nick Harder, and his brother was like, what do you do in corporate sales? And I was like, I help people grow their businesses. I help them create revenue, I help them create profitability. I help them with marketing, sales, all the thing. And he was like, I want you to sit back for one second. Do you see this room of 108 entrepreneurs? And I was like, yeah. And he's like, I. Everybody in here needs you. And I was like, oh, okay. And it literally went in one ear and, like, out the other. And I remember that conversation. And that was it. Six weeks almost to the day I lost my corporate job. And I had a notebook where I had wrote down Nick Harder's name. And I literally slid into Nick Harder's DMs. And I was like, hey, I know we're in this mastermind. I haven't even shown up to, like, half the calls, but I think I need a business coach. And there was a girl that I met inside the Mastermind. Her name was Raquel Quinnett. And she was someone who I, like, had kind of, like, had a great conversation with and was like, can I get her phone number? Because I need a business coach. I just lost my corporate job. I know this mastermind is amazing, but I need someone to, like, link arms with. I hired Raquel that day. She was $12,000. I just lost my corporate job. She was then my ride or die business coach for 22 months. Her and I built an Amazing coaching business together. And then fast forward, my next investment was actually the elite mastermind. So Raquel was my ride or die coach for 22 months and then I went from her directly into Chris's mastermind.

You know, you talk a lot about mentorship and the power of even long term mentorship. And I'm absolutely somebody. I mean, I've been in this damn mastermind since it started seven years ago.

Like, yeah, I'm like a diehard with long term.

You weren't even on the online space.

And I am too because, you know, and I'm, you know, Midwest girls, you know, big Michael Jordan, like ride or die since I was a kid. And he's always had, you know, long term mentorship. And any of the greats in the world do, and especially if you are somebody that leads somebody like, you always have to be upping your skill set because if you're the best at what you do, like, or you think you are, you're not going to grow. And you can't take people to the finish line that you say you probably can. Right. So that is a baller move to have lost your income. I did something similar 11 years ago when, you know, I had my life kind of hit the wall. I was at ground zero and lost my income and walked away from my income and all the things right where most people would be like I have to do. And I almost did. I almost got the next corporate job, which would have killed me probably, but instead took some money and invested in me. Right. And mentorship before this experience and going to that mastermind for a good time and realizing, hey, I need a mentor. Had you invested in yourself like that before?

No.

To become really great at your corporate job, did the company invest in you in that way?

I mean, they had brought in. Yeah, I mean they were.

So what do you think it was?

Yeah, I think, you know, what I think is what it was was I lost my corp. Yeah, I, Yeah, I mean I lost my corporate job. I didn't not know what I was going to do. And I remember sitting in my car and you know, my, my dad's a very successful business owner. And I remember calling my dad and being like, I'm not sure what I'm going to do, but I'm going to figure it out. And in that moment I said to myself, I could probably figure this out. I, I, I've always figured things out. Right. I've been divorced a million times in my life. I'm like, I can always figure things out, but I could Also figure it out with someone that's been there. So what do I'm going to do? I'm going to link arms with the people that can get me there. So could I have preserved the money? Of course. But I literally found the people that could get me there. And I truly believe to this day, three years later, that's why I had the business that I got to. I hit my first six figures in six months. I hit my first half a million dollars in 18 months. And I truly believe that I did that because I put my head down, I got focused, and I didn't have a thousand people telling me a thousand different things. I didn't have squirrel brain, right? It was like I got the help I needed and I was just laser focused. And that's why I've gotten to the place that I've gotten to in three years. And that's why I now will continue to get to where I want to get to. Because once I put my head down and work and get the right people, the sky's the limit.

And that is the beauty. And that's why we all envy the enneagram 3. Because you make it look that easy. You do, like, seriously, to go from zero to three years to do what you've done, that's not typical, right? And it's why, like, honestly, I wish I was a three sometimes, because I don't have that skill set. I mean, I can make shit happen, but I'm a little more clunky and aggressive in a different way. And although that is your superpower that like you can put your head down, see a goal, hit a goal, focus on the end zone, and you can deal with that other crap later. But that's also the kryptonite of the enneagram 3. I want to touch on, if you're open with it, that one of the things that enneagram3s are most prone to is a body breakdown. And I know that you are somebody that struggles with chronic illness and chronic headaches and things like that. And I'm curious when that started and if you see any correlation in that. See a goal, hit a goal. And when your stuff flares up. Cause I have a similar thing. Like I said, I'm motivated a little differently as an 8 than a 3, but I have bypassed my body's alarm systems going off for decades and it left me with a near death body breakdown as well. So I'm curious, like, how that fits into all of this for you. Because as somebody who is naturally wired and motivated by Putting your head down when your body's saying, hey lady, I'm gonna make you hold my beer in a second, I'm gonna take your ass out for all those type A kind of go getter people out there. Let's talk about that if you're open to it.

Yeah, I am definitely an open book and I will talk about anything. So interestingly enough, my chronic pain did start after entrepreneurship. I did have some things that happened. I had a bike fall, I had a concussion. I did have some other things that were like symptomatic that triggered it. But I will say that my flare ups definitely come more when I am under stress and when there is scarcity, when maybe a client has left me. Right. I can definitely notice more of these things. Even just a very recent occurrence that I've had was I recently just sold my house in nine hours, I'm trying to move. I had a couple high level clients that just left recently. And I've had a lot of pressure recently, right. And I have, I had been going to the doctors recently and I'm like, I have this pressure headache I can't get rid of. I had this pressure headache I can't get rid of. I have this pressure headache. And he's like, you've also told me recently like how much pressure you're having in life, right. Pressure to launch, pressure to do this, pressure to hit this, pressure to hit this. So I definitely do feel like there is a correlation at times with how I'm feeling with some of the symptomatics, especially because a lot of my chronic pain has not been found on anything. I mean, I've gone down the rabbit hole of s scans and MRIs and spinals and all that stuff. And a lot of times chronic pain shows up in other parts of your bodies when it's not showing up in medical things.

It's crazy, isn't it?

It's definitely crazy. Yeah.

Yeah. It's interesting that you say that because, you know, like I said, I've had something that I have to be very mindful of what my body's trying to tell me. And for about six weeks I have had an uncurable feels like chronic pressure headache. And I think I just needed to hear you today as well. Like I said, mine is coming from a little different motive. But I'm connecting my dots together here and you may have just given me a little bit of intel that I needed as well. And I'm sure a lot of people listening, especially that high achieving woman out there, which I think we're most prone to that. So how do you, when that flares up and you still have the drive of an enneagram3, how do you honor the vessel and honor your process so that your body doesn't take you out and sideline you?

Yeah, so one of the things that I actually, I feel do really well is I actually work really good days and then I take breaks. So for an example, in my coaching business, I actually only work work Tuesdays and Thursdays with my coaching clients. So one of the things that I feel like I do really well is I coach on Tuesdays and Thursdays. So I really honor the other days to give myself a break or to maybe schedule in a podcast or to do other things so that I am actually not going 24, 7, 5 days a week. So I think that is one thing that I definitely honor. So if I do wake up and I don't feel good, I know that I don't have to go every single day. Another thing that I'm very honest about with everybody that works to me and I'm very open and honest about it even on my social media is my community knows that I struggle with it. Right? So very open. And honestly, last Thursday I felt terrible when I woke up. So my clients, I told them, I said, hey, today you have one of two options. We can do all of our calls via audio or we can just bump them till Friday. And they were all like, hey, let's just like bump them to Friday. So I think too, because I've been very vocal and I've shared very openly with my community from day one kind of what I go through. My clients also know what they're getting from me and they know that I can hold the space for both. And I actually feel like my clients actually respect that. And when I first became a coach in the online space, I almost felt like I couldn't share it, like, oh, people aren't going to hire me or they're going to think that I can't hold space for them or if I cancel, like what's it going to be? And I actually found that I actually attract a much more self led client because if somebody needs me that bad that I, that if I cancel a call, their business is going to blow up or they can't get through a day because they can't talk to me, that's actually a bigger problem because the women that I work with and the men that I work with, they don't need me that bad that if I have to bump a call A couple hours or a couple of days, they're going to be just fine.

Yeah, I love that. As an enneagram3, I was curious because most Enneagram threes would not say something and power through. And have you always been somebody who is like, listen, I'd rather be honest and authentic, or is this something that came with wisdom and age and experience and enough of your body saying, if you really mess with me here, I'm going to take you out.

Yeah, it came with wisdom and age. So when I'm sure. Yeah, I had a brain injury about 18 months ago. And for the first six months, I tried to cover it very hard. Like I was getting on coaching calls with like sunglasses on and I was wearing my hat like a lot farther down and I didn't want my clients to know. And I had like an assistant coach. And it just got to the point that it was harder for me to cover it than it was just for me to like be very honest with my audience about what was going on. And the more that I actually shared, the more that my audience actually appreciated it. And another thing that actually happened was I actually tend to draw in coaches and business owners that actually have some sort of chronic illness because they actually understand. They know that I actually understand what they're going through. So like one of my clients, she's a Pilates instructor and she has chronic pain. So she actually knows that I get it. So if she actually has to cancel a call last night, minute I honor that. I understand that. Where a lot of coaches don't get that, where they would charge her for that or something like that. So I actually attract in a very unique client too, because I actually get what a lot of them are going through and then they get me too. So it's actually kind of like a beautiful relationship.

Sometimes I feel like, yeah, I love that. I love that I have a client as well. She has chronic stuff too. And it's become more part of what she shares not to give herself an out or like, I'm gonna peace out on my clients, but like more. More high achieving women than not are struggling with some chronic stuff, you know, And I think people like you and myself that have a little bit of experience in that and are paving the way for others, I think we need more of that. So I love that. Thank you. So let's talk sales, because you're welcome. Sales are really, really important to everything. It makes me really uncomfortable. I can sell other people all freaking day long, especially if I love you. If I don't I can't sell you for shit. But like, somebody like Jillian, I can sell all day long because I believe in her. I vetted her. I need to learn from her even more. So I'm like, let's get her in my radar. You know, all the things. Why is sales so important? And why are you the expert that people need today? I know why, but I want, I want to hear you sell it.

Yeah. So it's really interesting because I feel like most people don't like sales because they actually have never learned sales, right? So most people come to me and they're like, oh, I'm terrible at sales. And I'm like, you are terrible at sales because you haven't actually learned it. Sales is a skill and skills is a craft, right? It's no different than me when I'm like, oh, I'm really bad at cooking. Yeah, I'm really bad at cooking because I haven't taken the time to learn it. I don't have the right tools, right? So most people are not good at sales because they haven't actually taken the time to learn it, right? But when you learn sales and you learn how to properly do it based on even your enneagram type, or maybe your disc profile or your personality type, or you know, who should be getting on sales calls versus maybe you should be selling in the DMs, right? Like, all of these things, you can actually start to really love sales. And that is going to be so important for any business, because how a business stays open, regardless, if you're a coffee shop, you're an online coach, you're an enneagram coach or a sales coach, whatever it is, the way that your business stays open is by you making sales. And if you want to continue to have a business and a business that grows, you have to be making sales. And, you know, the economy changes, we change, the way we sell online changes, the way we sell offline changes. So if you can adapt, that is going to be so, so, so important, right? And what I always tell people is like, selling is a skill that you need in all aspects of life, right? You're. You need it whether you're selling online, you need it, whether you're selling offline, you need it, whether you're selling your kids on doing their homework, whether you're selling your spouse on where to go to dinner. So it's like, I'm literally teaching you a skill set that'll make your life and your business easier in everything that you do.

Okay, I love that. Let's Talk about that some more because I can see where I'm really good at selling things. I can sell things all day long. When you talk like that, when it comes to ourselves, especially as somebody who is the brand, that is where I tend to get hung up. Not because, I mean, you've heard me. I know I'm the best at what I do. Like zero fucks about that. Like, I know, Like, I know. And I will go toe to toe with anybody with that, like, in my space. Like, I absolutely believe it's not just bullshit. I'm not just talking myself up. I know without question I'm the best at what I do. And I am struggling to come online and deliver that and sell. Wasn't always that way. What trend do you see? Because I've been in the online space for almost 11 years now. What are you seeing with me? Let's do a little hot seat coaching for you. For you right here. See, you can all see how great she is at what she. And I mean, I'll tell you, Jillian called me flat out in my mastermind, which was amazing. Amazing. But, like, from. From you as a coach and me as like the shitty seller person who is the face of the brand, who believes in what they do, has a great product, a great niche. All the things, like, I have all the secret sauce to make this very, very profitable. And I have. But I'm leaving a lot on the table, and I'm leaving a lot of impact on the table. What do you see in somebody like me?

What I see in something like Tracy is we follow Tracy and we love Tracy and we think she's beautiful, and we love her kids and we love her dog, and we love the relationship that she's in, and we love following her. But we don't necessarily know always how to buy from her. We don't necessarily always know what she's selling, right? It's like we love her and we want to be her bestie and we want to comment on her cute clothes and her beautiful eyes and all the things. But, like, how do we actually buy from her? Can, like, do we know at all times how can we actually buy from her? And what happens so often that I see is there's like one or two things happening. Sometimes people are selling all the time that it's like, obnoxious or people are like, never selling. And we're almost like in this friend zone, right? So it's like, I feel like when I watch Tracy, I'm like, oh, my God, I love her. I want to be her bestie. I want to do all these things, but, like, how do I buy from her? What. What does she. What does she actually have? And I feel like if she could just tone it up a little more and be like, hey, you guys, I am the fucking best at what I do. I can solve your problems, I can grow your impact and your business and be your bestie, and this is how I could help you. She could probably even grow her profits even more online.

So question with somebody like that, whether it's me or somebody else. Like, obviously I have the product. I don't necessarily have a very good process. And there's also this vulnerability factor which is obviously coming into play. I like my life. I like my privacy. I like all the things that I like that people know, like, and respect and trust me and all those things. So if you were coaching somebody like me, how would you help them gain a stronger process and also break through some of the vulnerability factor that's happening? Because it's not always just cut and dry one or the other. I'm sure not everybody's as self aware as I am, and I know exactly what the hell's going on with me. How would you navigate somebody like me through that process as the sales queen here?

Yeah. So the first thing I would do is if they weren't self aware of where they were at, is I would. I would ask you, like, if somebody came to your page today or if somebody came was listening to your podcast, how long would they have to be following you before they actually knew how they could work with you? Like, how long would they have to follow you? How long would they have to watch your stories? How long would they have to listen to a podcast? How long would they have to scroll down your feed before they actually became aware? And sometimes this is like the biggest light bulb moment for people. They're like, oh, wow. They would have to watch my stories, like, maybe for a month before I actually said, like, here's the link, or had the link in my bio, or like, here it is, right? Like, sometimes this is like the biggest light bulb moment for somebody. Or they have to like, scroll down and be like, oh, I actually never really talk about my offer. So I think this is one of the biggest light bulb moments. And I think the other thing that happens is so often we think in order to be selling, we have to be like, sleazy, slimy, like, oh, here's my offers. Click in my bio, right? So for an example, I sell unapologetically on my stories every day, but I'm not always saying, like, here's the link. Buy from me, right? I might say something like, hey, I just had a great one on one call.

Oh, you're amazing.

Where we walked through, like, B equals C. Hey, if this is something we usually struggle with, like, let's have a conversation. Or I might say, like, hey, tonight, inside of my mastermind, like, this is what we did. Like, doors are always open. So I'm very just like laid back selling, where I'm almost like inviting people in very rarely. Unless I'm like, in launch, which I'm in launch right now. So it does feel a little more like, here's the link. But very much I'm just like, here it is. So my rule of thumb is, like, within 24 hours of somebody following me, they're gonna know something that I have. Whether it's a masterclass, free or paid, whether it's the membership, whether it's my podcast, they're gonna know some other way to go deeper with me. And that would be just like an invitation for all of you right now to say, like, if somebody started following me today, how quickly would they know how they could work with me?

Well, I fail that test dramatically. And, you know, I often say, when the student is ready, the teacher appears. And I think I needed this conversation today. Cause I'm. I'm kind of. I needed a slump buster. Not necessarily in sales, but just energetically. And I just love that about you. And as somebody who is typically turned off by people selling all the time, I want you to know I never, ever, ever, ever, ever feel like you're selling all the time. And that is a true testament to why everybody listening. If you struggle with sales, whether it's my issue or a different one, which I want to touch on, this is why you need Jillian Murphy. I'm telling you right fucking now, like, I don't put my name on many people, but I will put my name on her all day long.

Thank you for that, Tracy. But I'd love to just interject this really quick too. So I have been on the online space for three years, okay? And like Tracy said, I have to make a certain amount of money to be in this mastermind. I have done less than six sales calls in that amount of time. So that is also just to let you guys know, all of my sales come from Instagram stories. All of that comes from selling in stories strictly to the DMs. So also, that is like just to show you that if you warm your audience up and you're selling in your stories and you're nurturing them in your stories. You don't have to get on sales calls because in actuality my personality is very dominating and I'm actually terrible on sales calls because one, I don't have a lot of time. I'm not patient. Right. So I'm actually someone who's not great on sales calls. So I'm going to do all of my selling, all of my nurturing, all of my trust building, everything that you need to know in the DMs. So again, all of my sales over seven figures has been in the DMs because I don't want to get on sales calls because again, that's not even where I'm good. So if you're watching my stories, know that you can sell 3,000, 4,000, 6,000, $10,000 everything through the DMs if you just follow this very nurturing type of process that I teach.

There's nobody better, honestly. And I, I'm very picky about people that I trust and follow and would recommend for something like this. And seriously, you are legendary at it. And it's, it, there's not one ounce of it that feels like manipulative marketing at all, ever, ever. And I can see through that shit a mile away. So this is why you are the expert, the sales expert that I want everybody to know. Aside from my issues of the you're welcome. The vulnerability, the no sell selling. What would you say are the other top two problems that you see not necessarily just in the online seller, but in sales in general that most businesses entrepreneurs are struggling with?

Yeah, I think one of the biggest things is and it's actually not what you face, but it's not being sold on what it is that they're selling. Right. Like they don't have a self belief in what it is that they're doing. And right now, if you're listening to this podcast and you are not wholeheartedly sold on what it is that you're doing, that is going to be very hard for you to articulate that message to somebody else. Because on the other side of what it is that you're selling is usually somebody that is not confident in buying. So if you are not confident in selling and they're not confident in buying, there is going to be this gap or. But if you are like I got you, I'm the best in what it is that I do, whether it's enneagram sales, fat loss, whatever it is, and you know that you're so Good at what it is that you do, and you're so confident in it. And then the other person is like lacking a little bit of confidence. They are going to trust you so much that you got them. So having that self belief is going to be number one in everything that you do. So maybe you need to just work a little bit on like being your first sale. It's one of my favorite lines to say, be your first sale. Be so sold on what it is that you do. Because when you're sold, other people are literally magnets to what it is that you do. Even if Tracy was not the fucking best at Enneagram, right? Let's just say she wasn't. She is, but she was on this podcast and was like, I am the best. I can do this better than everybody else. People are confident in her skill set. But if she's on here and she's like, oh, I mean, like, I'm okay. I mean, like, it's all right, right? There's already a lack of trust in you guys buying from that. So be sold on what it is that you do. That is number one. Number two is always having an agenda that is about you when it comes to sales. Sales is about the other person. How can you make their life better? How can you serve them? How can you make their business better? So if you just get rid of your agenda and you start to think about, how can you solve somebody's problem? How can you make it better? How can you help their business, their career, their fat loss, whatever it is, and get rid of your agenda, you are going to be so much better in sales. So often people just make it about them. How can I make my business better? How can I do this? And you are actually missing the whole purpose of selling. And the whole purpose of selling is literally solving problems. So go out there and solve people's problems and you will literally skyrocket your sales.

Honestly, that's the only way I think I ever had a business. Because I. I can do it all day long if I know I can help you solve a problem. The minute I feel like I'm selling you something, it feels so gross. And I'm like MIA for years, you know, So I know there's a lot of you listening right now that need this. You need help and you're afraid. And maybe you haven't been your first sale, right? How do you, like, if you get somebody that isn't even sold on themselves and what they're doing yet is that somebody you work with?

Yeah, absolutely. So you Know, I. This is such a, like a cliche statistic, but, like, honestly, 80% of sales is literally in your mindset. So a lot of times people come to me and they, we start working on sales and they want to start working on their pricing and they want to start working on their offers and they want to start working on their content and they're launching and all of these things. But we have got to get clear of like, why do you want to do this? What is this business? Because entrepreneurship is hard and it's going to be ebbs and flows and there's going to be times that nobody's buying and there's going to be times that you're bleeding money and there's going to be times that it's hard. Right? So, like, we have to get so clear on the mindset of why you are doing this. And once we get clear on that being detached. Right. For all of these things, then we can get clear on all of those other things. So, yes, the mindset is going to be huge on sales. And sometimes we get into a conversation on call one or call two and it's like, you know what? I'm not really sold on this. Okay, let's blow up your business and start over. There's a lot of people that work with me and I'm like, I'm actually going to call you out on this. I don't think this is even what you want to do. You're talking about fat loss or baby weight or bloating or a coffee shop, and I don't really think this is even what you want to do. Can we please start over? And then we find your true passion, your true impact for why you're doing things. And then we start to see the sales really start to come in because we've uncovered what you really want to do versus just trying to do a business because everybody else is doing it online.

See, that's why I freaking love you. Because I see business coaches, sales coaches all the time. This person will come. This is my, my niche. This is my impact statement. This is what. And I'm like, if this coach is trying to make them, make that happen when I can see that it's not even. That's why I love you because you will blow people's businesses up for the greatest good for them. Long game. Freaking love her, you guys. Okay, so we talked about all different kind of stages of where people might be at. And I know what I, what else I love about you is you have something for everyone. What are the different ways and different kind of containers that people can learn, grow from you, hire you, listen to you, all the things because you guys, you need Jillian in your life on speed.

I love this. And you guys, the reason why I actually do this is because regardless of where you're at in your business, I think that you should always have a product that's available for everybody because you're a business, right? So if you're a coffee shop, you should have products for everybody. So when people come into my business, I want to have offers starting at $37 up to 30 $700 up to, you know, multiple five figures because I want to be able to serve everybody. I'm probably the only business coach that's out there that does not believe in niching down because I truly believe that when you niche down, you put yourself in a box. So yeah, I have things that are $37. Come in, work with me in a membership. I have one on one coaching, I have masterminds. But honestly, the best thing you can do is come over to my DMs. It's the Gillian Murphy. I'm not going to sell you on anything unless I feel you need it. But just come over, say hello, let's get to know each other. Let me hear about your business and let me see where we can, you know, how I can best support you.

I promise you guys, she's the real freaking deal. She also has a podcast that I love called Sales and Social. She's amazing. She's a straight shooter, no bullshit. She won't waste your time on fluff that you don't need to hear. It's what I love about her as well. Jillian, I think you're amazing. I absolutely love you.

Thank you so much for having me.

Amazing. I'm so honored to be in your space, in your vortex of wisdom and to call you friend. Quite honestly, I think you're magnificent. Any last thoughts before we send the people on their way all fired up ready to do the damn thing?

You know what, just thank you so much for having me, Tracy. It was such an honor to be here to be pouring into your guest. And you guys, you know what, go out, solve somebody's problem. Don't be afraid to offer your solutions if it literally can help somebody. And you know what, know that entrepreneurship is not easy. But you know what, you guys are doing the damn thing. And super proud of all of you guys.

You guys, if you love this episode, please share it, let me know. Slide into my DMs. I will answer you. It might take a day or two, but I will. I will absolutely do that. And we would love to know what you got from this episode. If you have a friend that's also an entrepreneur that needs to maybe hear some of this beautiful wisdom from Jillian Murphy, please let that be shared. You guys, I appreciate you. I am wishing you so much love and transformation every single day of your life, and we will talk to you in a few days.

I'm so happy you enjoyed the lead with the Enneagram podcast. Please help us spread the word about this show and the Enneagram by sharing it with a friend and leaving a written Apple podcast review. If you have any follow up questions to this episode, you can DM me on Instagram at tracyomalley. You can also find additional resources on my website@tracyomalley.com I'm so excited to lead you into the next level of your life.