Preparing your sales_approaches_using_myers_briggs_type_indicator (2)

IvyStone Sales and Personality Assessments, LLCRobert Nolan MBTI® Master Practitioner

Using the

Myers Briggs Type Indicator®

The Sales Presentation

The MBTIThe MBTI

“The Myers Briggs Type Indicator”

3

The MBTI Is…The MBTI Is…

Carl Jung’s Theory of Psychological Type developed 4 dimensions of personality that translate into 16 basic personality types

Katherine Briggs and Isabel Myers contributed 50 years of research and development

It is the most widely used assessment for understanding “normal” personality types

It is about understanding who we are: most naturally and comfortably

The MBTI Is…The MBTI Is…

An assessment or indicator, not a test, of our

individual preferences and how we use them in

relating to the world.A communication tool to use everyday.Describes how our mental energy is organized

and what we are focused on and why.

MBTI Does:MBTI Does:

Indicate an individuals preferences for ways of: thinking, choosing,and interacting with the environment and other people.

MBTI: Does NOTMBTI: Does NOT

• Assess aptitudes, illness, intelligence, or “normalcy”

• Measure whether one type is better than another

• Measure abilities,• Excellence or • Maturity

Definition of TypesDefinition of Types

Psychological Type:“Is a way of understanding ourselves and each

other. It describes four dichotomies, each of which

has two opposite preference poles”.

1) Using energy

2) Gathering information

3) Coming to conclusions, and

4) Relating to the outside world.

Our Goal:Our Goal:

To help our clients identify new and more

effective ways of:

Adapting to the customer’s Preferences:

Listening to what they’re really saying:

Observing their body language:

Planning better conversations:

Building Rapport:

MBTI for Business:MBTI for Business:

For Management:

Discovering new ways of communication with individuals in sales.

For Sales:

Discovering new ways of communication with management, marketing and customers.

Terms Terms

Orientation: Extraversion or Introversion

Perception:Sensing Perception or iNtuitive Perception

Reasoning:Thinking Judgment or Feeling Judgment

Attitudes:Judging or Perceiving

Behavioral Clues:Behavioral Clues:

Extraverts

Prefer to learn by doing and they like to talk in order to think things out.

They enjoy stimulation and handling as many things as they can at once.

Introverts

Tend to learn by reading and thinking.

They participate in conversations but need the time to process the information internally before coming to a decision

The Extraverts:The Extraverts:

Incredible Energy, highly animated Thoughts are expressed openly through body

language – especially hand and facial movements.

Use “WE” instead of “I” Multi Taskers Easily Distracted 75% of the population

The IntrovertsThe Introverts

More reserved( body language) Little desire to be animated Calm, quieter appearance Large crowds and noise may drive them into

their quiet zone Task focused – one thing at a time. 25% of the population

The Sensors The Sensors

Practical and Realistic Listen for step by step directions When asking questions listen for: “What” and

“How” Wants specifics, no beating around the bush. Communicates in clear – uncomplicated

structured sentences Relate to their past experiences, successes 65 -75% of the population

The iNtuitivesThe iNtuitives

iNtuitive's are the abstract thinkers. They enjoy big ideas, theories and ideas. Hooked on projects.

Want to know “Why” Likes general conversations Tend to speak in circles Prefers to give round-a-bout answers Specific’s avoidance is their game plan Imaginative – Future Thinking 25 – 35% of the population

The Thinkers:The Thinkers:

Will prove to be insightful in their analysis. Are logical, demand efficiency. Will do whatever they need to, to get the job

done right. Not really interested in others opinions or

decisions. Use mental checklists – never without pen and

paper Usually split the population with Feelers 50/50

The Feelers: The Feelers:

Concerned about how their decisions affect others.

People oriented Devoted and Emotional Make decisions with their hearts Will be the most skillful at understanding and

handling people.

The Judger’sThe Judger’s

Live the world of Order. Must have lists and plans to live by. Decisions are made quickly so as to get things

wrapped up. I have the information – I’m ready to make a

decision Nothing left hanging. Need organization and control. Use “ed” to end

sentences, i.e.: I’ve compared your rates…… They are 55% of their population.

The Perceiver’s The Perceiver’s

Ah, the joy of Processing and Procrastinating If they were leasing a car they would want an

open-ended lease. Uncommitted. Hate to make final decisions and will put off

decision making as long as possible. “DO NOT PUSH TO CLOSE”

Use “ing” to finish sentence – I’m thinking about it

Approximately 45% of the population. Motto! Manana

20

Talking in TypeTalking in Type

Listening to distinctive words or word groups often provides a gateway to communications.

Skillful listeners will build rapport by dovetailing their responses to someone’s preferred language.

Talking-in-TypeTalking-in-Type

Extraverts (E) Shows energy and enthusiasm Responds quickly without long pauses to think Allows talking out loud without definite

conclusions Communicates openly – do not censure Focuses on the external world, the people and

things

(T-n-T)(T-n-T)

Introverts (I) Include time for I’s to get to know you and trust

you Encourage response pushes like “what do you

think about_____” Allow time for I’s to think before responding;

don’t expect immediate answers to questions – they need to “process”

(T-n-T)(T-n-T)

Sensing Types (S) Show evidence; i.e., facts, details and examples Be practical and realistic, and document

successful applications, be direct Have a well-thought out plan with the details

worked out in advance Be orderly – show the steps involved

(T-n-T)(T-n-T)

Intuitive Types (N) Present global schemes, the concept – give the

main idea first Don’t give lots of details unless asked to do so Indicate the challenges, the possibilities, and the

differences your ideas will bring Describe the future benefit

(T-n-T)(T-n-T)

Thinking Types (T)

Be brief and concise, DO NOT RAMBLE! List of pros and cons of each alternative Stay calm and reasonable Don’t assume feelings are unimportant – they’re just valued different

(T-n-T)(T-n-T)

Feeling Types (F) Get to know the person before getting down to

business Be personable and friendly Demonstrate empathy by presenting areas of

agreement first Show why the idea is valuable to people and

how will it affect people

(T-n-T)(T-n-T)

Judging (J) Present a timetable and stick with it Don’t surprise Js; give warnings of coming

changes when possible Allow time to prepare Show your achievements, your results Take a stand; don’t be wishy-washy

(T-n-T)(T-n-T)Perceiving (P)

Allow for things to flow, not to follow your time and action calendar, but theirs

Allow time for thorough discussion Allow for options, for changes Realize any change in direction is not

necessarily impulsiveness

Estimated Types in the U.S.Estimated Types in the U.S.

ISTJ

12-16%

ISFJ

10-13%

INFJ

2-3%

INTJ

3-4%

ISTP

5-7%

ISFP

5-7%

INFP

4-5%

INTP

5-6%

ESTP

5-7%

ESFP

6-9%

ENFP

6-8%

ENTP

4-7%

ESTJ

10-12%

ESFJ

10-12%ENFJ3-5%

ENTJ

3-5%

30

The Planned ConversationThe Planned Conversation

Once you have identified types, both yours and

theirs, you can plan a sales presentation or

conversation based on preference:

1) Extraverted or Introverted

2) Sensor or Intuitive

3) Thinker or Feeler

4) Judging or Perceiving