Can a “Triple Package” of Unlikely Personality Traits Explain Success Among Salespeople?

In this week's issue, I’m going to talk about 3 unlikely traits that may explain the success seen among salespeople.

I stumbled across an overview of the book “The Triple Package: How Three Unlikely Traits Explain the Rise and Fall of Cultural Groups in America”...

And it got me thinking 🤔

How do these traits relate to salespeople?

So let’s break down the 3 traits and find out. 👌

Superiority Complex

The triple package’s first trait is - Successful people have a superiority complex. 🤨

• They believe they’re better than others.
• They believe that they deserve more than everyone else.
• They believe that they’re capable of accomplishing big goals. 🥅

Now, this is more of an internal complex vs. an outward act of arrogance or an “I’m better than you” attitude.

It’s an internal drive and deep-rooted belief in one’s ability to be the best. 🏆

I’m a believer that those at the top of the sales game share this trait. They're driven to be #1.

👉 - If success is what you’re after - develop an intense belief in yourself and your ability to do big things.

Crippling Insecurity

The second thing they identified was that these people had crippling insecurity. 😟

• They believe that they’ll never be enough
• They believe they'll always be measured by the things they’ve achieved
• They feel they must always prove themselves

Essentially a fear of never being good enough.

Measured by achievement? Always having to prove yourself?

Yup...pretty much sales in a nutshell. 🥜

Elite sellers thrive in this environment.

👉 - Superiority Complex + Crippling Insecurity = Drive for Success

Impulse Control

The final trait was impulse control. 🔎

The authors explain this covers two related but slightly different concepts.

1. The ability to keep going after initial failure
2. The ability to defer gratification

I’ve missed more than 9,000 shots in my career. I’ve lost almost 300 games. 26 times I’ve been trusted to take the game-winning shot and missed. I’ve failed over, and over and over again in my life. And that is why I succeed. -Michael Jordan

Failure in sales is unavoidable. Embrace it. Learn from it. Get better from it.

Those that have an extreme focus on moving forward despite repeated failure tend to find success along the way.

👉 - Failure is not fatal and the fastest way to sales success is to consistently do the things that matter over a long period of time.

Welp, that's all for this week. Thanks for reading and I hope you enjoyed it.

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