The Sales Queen with Jillian Murphy
Happy Friday, Tribe! I have such a treat for you guys today. On the podcast, I’ve been talking a lot about how to embrace the idea of selling yourself. A lot of good people face resistance when it comes to sales. They don’t want to come off as sleazy, egotistical, or “salesy.” I mean, yuck — who does? Nobody likes that!
But guess what? You don’t have to feel that way, because you know that’s not who you are. You’re someone who wants to have an IMPACT on the world and make INCOME in the process, and there is absolutely nothing sleazy about that!
My guest today is a dear friend of mine, Jillian Murphy, and I call her the “Sales Queen.” She’s been in corporate sales for 22 years, and she has the tools and wisdom you need to start selling yourself well.
For those of you who don’t know her — you need to get to know her! But don’t worry, it’s easy because this girl is so freaking authentic and real. She has the incredible ability to make sales fun, and I’m so excited to bring her on the show so you guys can gain from all of her wisdom! So let’s get started!
Who Is Jillian Murphy?
After over 2 decades of experience in sales from an entry-level job to her current position as a director of sales at Health & Wellness Lipari Foods, Jillian has learned that if you have the proper mindset, literally anything is obtainable.
She's a three-time cancer survivor who locked in her mindset at the age of 6 — she doesn't quit, even when extreme adversity comes her way.
As a Sales Coach and Mindset Mentor, Jillian is passionate about seeing women reach the goals that they set in place and aligning them with their zone of genius to make the greatest impact on those around them. She started the movement "Real Girl Real Sales," which lets women take real ownership of their sales and develop the confidence to own their income.
She firmly believes that your passion, purpose, and energy will guide your personal success! Jillian is an incredible human full of that passion, purpose, and contagious energy. She inspires me constantly, and I'm sure she will inspire you today!
Why Sales: Jillian’s Journey to The Sales Profession
I always like to ask my guests a little bit about themselves and how they got where they are today. As a three-time cancer survivor and perpetual badass, Jillian’s story is truly inspiring.
She won the fight against leukemia twice as a child and then proceeded to conquer melanoma in her late twenties. Okay, so how on earth did she do it?! Jillian attributes her perseverance to a mindset of positivity that she traces back to childhood.
“I truly believe that the mindset that I had as a child is the mindset that I have today … I remember being in a hospital bed at six years old, and a doctor was talking to my parents. And they said the way that children's’ minds work during this process makes a huge difference … So even through my entire treatment or the whole process, I stayed insanely positive.” - Jillian Murphy
Wow. It’s mind-blowing to imagine that positivity from a six-year-old in the face of a debilitating disease. Jillian found a way to make the cancer ward fun, so it makes sense that she can make her job fun as well! I love that she brought her mindset of overcoming adversity into her adult life and used a scary situation to create joy and passion. How cool is that?
Jillian took that mindset with her when she started working in sales for Cisco Detroit in Michigan and then transitioned over into a more family-owned distributor. As the first female in the company since 1963, she brought her productive energy to Lipari Foods, where she is the director of sales of Health & Wellness today!
Guys, I’m going to be real with you — sales is a notoriously male-dominated space. Most women have an aversion to it because they are afraid to feel “slimy or salesy,” as I mentioned earlier. I asked Jillian what drew her into sales, and she attributed her early influences to her father.
“I come from a father who was a very strong entrepreneur and businessman … Everyone knew my dad in sales. Everyone knew him and his personality. He led with relationships. People wanted him to be around him. And I saw that ... all the time — everywhere we went, my dad was like the mayor. No one ever thought he was like this weird salesman. They just thought, “Larry brings me energy, and he is a hundred percent relatable.” - Jillian Murphy
Growing up, Jillian felt she had the same energy and passion as her father. Although she was unsure of what she wanted to do in college and initially tried law enforcement, she quickly realized that her calling was sales. And she never looked back.
“I have loved it from day one ... I literally can say that I love sales as much today — probably more — than the day I started, and I knew that it was the absolute passion for me.” - Jillian Murphy
Guys, you know how much I love it when people have a passion and use it to create IMPACT. It’s truly a beautiful thing! But where does that passion come from? Jillian found her passion for sales through her energy. She views selling an energy exchange, which changes the entire game. You can do the same!
How You Can Transform Sales Into An Energy Exchange
You’re probably asking, “What does that even mean? Sales as an energy exchange — what?” Well, one of the reasons I absolutely love sales is because I don’t make “sales calls." Instead, I have sales conversations. And an exchange of energy is precisely what a conversation really is!
Not only that, but you guys know I firmly believe that money is energy. So if I pay you for something, then we have an energetic exchange there! Jillian uses her mindset of sales as an energy exchange to transform sales into a fun problem-solving game where the main goal is to help someone fix a problem.
“I feel that sales is an exchange of energy. So I love getting that feeling of just being excited. And I just love the conversation between two people and knowing that there’s someone on the other end that truly needs something. Whether its [a] printing business, my coaching, or selling them a bag of chips in my distribution company — whatever it is, it’s almost like a game. I’m going to try to figure out the best way to pitch this solution.” - Jillian Murphy
I love the idea of thinking of sales as a way to problem-solve! Instead of pushing your own agenda the entire time, it is much better to let your potential client tell you exactly what they need. And then you can provide that product or service to make their lives better. A monetary energy exchange happens, and a solution is reached! What’s so damn slimy about that?
So sales really just is an energy exchange. It’s thinking, “Okay, can I solve their problems? Can I add to their life? Can I take their pain away?” That’s literally all it comes down to. And if you can’t solve a specific person’s problem, that’s okay! Not everyone is a good fit for whatever you are selling, and you can always send them to someone who is. Jillian summed this mindset up beautifully with her take on the “ABCs.”
“I always say, “ABC” — not like “always be closing,” but like, “always be curious.” [Be curious] as to who you're talking to and what they need — they will literally tell you what their issue is. And then either you have a solution for them, or you don't. If you don't, then you're not the person for them!” - Jillian Murphy
So lesson one from the Sales Queen: Sales is an energy exchange. If you can think about it like that, it turns selling into a fun problem-solving game and a way to better someone’s life! Jillian brings her energy into every sales conversation she has. She has been able to enjoy her job for over two decades and has some incredible tips about tackling the intricacies of sales!
Three Tips for Sales Success: Confidence, Investment, and Trust
The first piece of advice Jillian had for us today was about something I know you guys can definitely relate to — adding monetary value to sales. You know how it goes. It’s all fun and games until the money factor comes in.
That’s when the fear starts. Many people become legitimately terrified to talk about the money aspect of their sales conversation. Jillian broke it down into an issue of confidence.
“[Confidence in yourself] is something you have to join up with. You have to truly believe that you are solving a problem … So when I’m talking to someone over dinner, coffee, zoom, whatever — I talk to those clients and customers just like they’re my friends. And you know, if they have issues, I’m going to try to solve [them] … there’s a mindset shift too when you go from selling a product to selling yourself.” - Jillian Murphy
Have confidence that you are a problem-solver! Remember, you’re not sleazy, slimy, or salesy — you are exchanging energy to improve people’s lives and create IMPACT that leads to INCOME! Seeing yourself in that light will help you actually enjoy sales, “money stuff” included!
The second tip that Jillian had for us was about money as well, but this one’s about spending money on yourself! I am a huge proponent of investing in yourself, even when it’s scary. My first big investment was so damn hard. It was an $8,000 investment, and at that time, I was not making enough money for it as a teacher. But I did it anyway!
And let me tell you, I’m so glad I did. Because if I didn’t, I would have never gotten to where I am today. Repeatedly investing in myself brought me to the next level each time.
Guys, investing in yourself is an energy exchange that will get you exactly where you’re meant to be! Jillian invested in herself too, and it helped her level up her sales game drastically.
“I started to really surround myself with people who were doing the things that I wanted to do. That was the first thing. And they were investing in these things, they had coaches. They weren’t just showing up in a mastermind with a Post-It note. They had an actual plan. So I decided to literally get my shit together and hire someone who could help me. And from there, it was like gangbusters because I saw so much of what happened from investing in someone … I have no problem saying that I am actually paying to be in rooms with people if I need to be in those rooms.” - Jillian Murphy
I’m always real with you guys — I pay to be in rooms too. I pay to have a network of people because these people eventually turn into friends who can move me forward. And I will always be unapologetic about that because I wouldn’t be where I am without it!
Fun fact — Jillian and I officially met in Chris and Lori Harder's Fast Foundations Mastermind program! I’m so glad I invested in that program because without it, I might never have met this badass Sales Queen!
Speaking of Sales Queen, Jillian’s third tip for us was all about the essential component that must be a part of every successful sale — Trust.
Trust is so important on both sides of a sales conversation. Personally, I have never bought from someone that I didn’t like and trust. And I’ve never invested in someone that I wouldn’t want to trade places with. If you can create that sense of trust, people will be much more likely to want to do business with you!
“People buy from people they like. My dad told me that at a very young age. So that’s why it’s really important to be who you are and be 100% unapologetic because your audience will start to trust who you are … My clients that are coming to see me already know me! They know about my dog and my daughter. Why? Because I am a real human online, so they feel like they have already related to me. I think what happens so often is that people miss that relatability ... You have to get the trust out there and let people know who you are first.” - Jillian Murphy
Being your authentic self is so critical to sales. Let people know who you are first, and they will be much more likely to trust you with their money and time!
Why You Should Listen to this Jillian Murphy Podcast Episode Right Now
Jillian had so much more incredible sales advice for us, so be sure to listen to this episode and hear what her 22 years of sales experience has taught her! We dove into everything sales-related, from making an awkward sales situation work for you to learning to shut up and stop yourself from “selling” after you’ve already made a deal!
To those of you who are listening and are not 110% confident and excited about sales — you need Jillian in your life. Luckily, she is super easy to find! You can find her on Instagram, and she also has a free community on Facebook.
It’s a women-only group that helps women who want to grow in their sales, no matter what kind of sales they may be! She provides free coaching in the group almost every day, and it is also a fantastic networking opportunity.
Jillian also has a coaching program called “Real Girl Real Sales,” which is all about helping women get real results without losing sight of their lives!
I hope this episode helped inspire you to rethink how you view sales and actually get EXCITED and passionate about selling! And as always, share this episode with your friends and tag @jillianmmurphy and @thejennkennedy if you loved it!
Remember, you don’t have to feel “salesy” to be in sales. Sales is an energy exchange full of conversations that you can use to create your IMPACT. Just be your confident, authentic self and trust that you will get the sales you need for the INCOME you desire!
I love you guys, and I’ll catch you next time!
