Uses Of Psychological Type Cleary University Jan 2012
Type For Teams and NetworkingWorking Together to Reach Your Customer
Learning Objectives:1. An overview of type dynamics and why it matters2. Using type to reach a comprehensive solution3. Using type to reach your customer
…Using Your NON- dominant hand, copy the following sentence: The quick brown fox jumps over the lazy dog.
Psychological PreferencesJust as we have preferences for left or right-handedness,we also have preferences for:•Extraversion versus Introversion•Sensing versus Intuition•Thinking versus Feeling•Judging versus Perceiving
Where Do I Focus My Energy and Attention? Extraversion Introversion• Focus energy and attention • Focus their energy and attention OUTWARD INWARD• Are interested in world of • Are interested in the inner world PEOPLE and THINGS of THOUGHT and REFLECTION• Extraverts use their DOMINANT • Introverts use their DOMINANT function in the outside world function in their mind• Prefer to problem solve and • Introversion is not shyness. work in groups Shyness is fear of negative judgment. Introverts prefer less external stimulation
How do I Take in Information and Data? Sensing INtuition• Seek facts • Imagines possibilities• Use common sense • Uses brainstorming• Use their 5 senses • Assesses connections• In the moment • FutureAsks: What is the lay of the Asks: Is there a new way to do land? What do we know? this? Can we give it a different twist?
Linear/”Give me the steps” Conceptual/”This is related to that”
The Way We Make Decisions Thinking Feeling• Critiques and deduces • Involves everyone• Uses logic • Cultivates harmony• Identifies Consequences • Indentifies the positivesAsks: Asks:Why should this be done? How do I feel about this?What makes sense? Who will this affect?
Our Attitude Toward the External World Judging Perceiving• Want the world to be • Want to go with the flow organized and have order • Options/Angles• Plan/Structure • Last minute rushing around• Last minute rushing around is energizing is stressfulBuzz words: Buzz words: Change, Surprise, Schedule, Routine, List The Last Minute
Nothing beats a well-ordered day Schedules cramp my style, man.
The MBTI is not:•A way to pigeonhole, prescribe or excuse behavior•A complete description about human behavior. Many factorsinfluence the human personality.•A method to determine skill level, maturity or competenciesas compared to others
Additional Key Points:The MTBI is:•An affirming way to understand self and others•A way to identify natural cognitive strengths•A way to value the constructive use of differences among people•A way to strengthen relationships and improve communication•A dynamic not a static description for patters of interaction,growth and maturity
Function pairs: Giving and Receiving Information in the Sales Relationship•ST ISTJ, ESTP, ISTJ,ESTP Facts, Specifics, Logical Implications•SF ISFJ, ESFJ, ISFP, ESFP Specifics, Impacts of Specifics on People•NF INFP, ENFP, INFJ, ENFJ The Big Picture, Impact of Big Picture on People•NT INTP, ENTP, INTJ, ENTJ The Big Picture, Impact of the Big Pictureon logical options?
Customers and colleagues in the ST mode need you to:• Be factual• Be practical• Keep it short, sweet, and businesslike• Use fewer personal words• Use step by step directions• Prepare to be tested on the detailsTypes who do this naturally: ESTJ, ISTJ, ISTP, ESTPTypes who are challenged by this mode: ESFJ, ESFP, ISFP, ISFJ (may personalize the message) or ENTP, INTP, INTJ, ENTJ (may be too vague)Types who have to be extra aware when talking to this type: ENFP, INFP, INFJ, ENFJ (may personalize the message AND be too vague
Customers and colleagues in the NF mode need you to:•Use personalized possibilities•Use and follow a relational train of thought•Paint a picture with words that reflects your customer•Be concerned with harmonyTypes who do this naturally: INFP, ENFP, INFJ,ENFJTypes who are challenged by this mode: INTP, ENTP, ENTJ, INTJ(might be too impersonal), ISFP, ESFP, ISFJ, ESFJ (Might not talkenough about possibilities)Types who have to be extra aware when talking to this type: ISTJ,ESTJ, ISTP, ESTP (Might be too factual and impersonal)
Customers and colleagues in the NT mode need you to:•Hear their “tests” as an indicator of interest•Treat them as unique•Project into the future•Talk about the pros and cons•Involve them in the final solutionTypes who do this naturally: INTJ, ENTJ,ENTP,INTPTypes who are challenged by the mode: INFP, ENFP,INFJ,ENFJ(might talk too personally), ISTJ, ESTJ,ISTP,ESTP (might talkenough about the big pictureTypes who to be extra aware when talking to this type: ISFJ,ESFJ, ISFP, ESFP (Might be too personal and miss the bigpicture)
Customers and colleagues in the SF mode need youto:•Use personalized facts•Emphasize loyalty•Use more personal words•Build the relationship before doing business•Maintain the relationshipTypes who do this naturally: ISFP, ESFP, ISFJ, ESFJTypes who are challenged by this mode: ISTJ, ESTJ, ISTP, ESTP(might ignore personal angle), INFP, ENFP, INFJ, ENFJ (mightgive big picture with few facts)Types who need to be extra careful: INTJ, ENTJ, INTP, ENTP(Might give few facts and ignore the personal angle)
In a nutshell:Watch for these dichotomies:Facts/Practicality (S) vs. Big PictureSpeak/Future Visions (N)Focus on Logic, Objectivity (T) vs. People/Harmony/Values (F)
Remember: There are nogood or bad types. All typeshave some naturalstrengths and potential blindspots.
Do What You AreBy Paul Tieger& Barbara Barron-Tieger•Helpful resource foridentifying careers thatmight appeal to certainpsychological types
The Art of Speed ReadingPeopleBy Tieger and Barron-Tieger•This book give tips on howto notice type in yourselfand others