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  • The Doctor, The Athlete, The Teenager, Manager, Diva, The Buyer, The Sales Professional
  • What makes you different from others – from their ways of doing things? Let’s take a minute to try a simple exercise and so something you do everyday without having to think about it. Let’s write your name, the usual way and now switch hands. This is what it’s like to work with someone who is just a little different than you – who has a different preference for doing what you do. Just as if you were speaking two different languages – your normal handwriting is easy to read – the other hand - not so easy! When we need to switch over from one preference; for example Extroverted to Introverted it’s like switching our hand writing and expecting it to be the same.
  • Aptitude; a natural tendency to do something well, especially one that can be further developed. Neither mental or physical illness. Does not define test scores or right and wrong answers. Normal is a setting on a dryer, not a result of taking the MBTI® assessment.
  • Of course there is NEVER a problem with communication between these two areas: AS LONG AS THEY NEVER HAVE TO TALK TO EACH OTHER!
  • Talking Type . As different types seem have different ways of finding energy and relating to the world, taking in information, making decisions, and lifestyle, it stands to reason that types use certain terms, use different metaphors, and in general have different communication needs. Indeed, according to research each Type does have a different way of communicating, and in order to influence people of different types, you have to “Talk in or Communicate in Type.”
  • Listening skills are a top priority to success in this endeavor, but that is a another course for another day
  • Too many sales have been lost by the “E”s because they don’t know how to listen for the keys. Silence is not always a “NO”
  • Show examples of successes you’ve had in the past – it’s important for “S’s” to know this is not your first dance. If you’re not prepared “don’t show up” you’ll just embarrass yourself, they’ll eat you alive. Stand tall and don’t feel the need to back down, they’ll sense backing down as a weakness. Remember, this is about the “OTHER PERSON” NOT YOU!!!! UNLESS OF COURSE YOU ARE AN “S”
  • Are they active? High energy or more relaxed? AGAIN, LISTEN TO THEIR WORDS….. ARE THEY SPEAKING IN NARROW TERMS AND IDEAS OR BIG THOUGHTS AND IDEAS? WHAT’S GOING TO HAPPEN IN THE FUTURE????
  • We call this group the “eyes wide open group” they’ll be paying attention to detail and like to have eye contact.
  • The song “Feelings” was written for this wonderful group of people. A quick close is a lost sale. You’ve got to create some value, it’s part of their main diet
  • Hint: They’ll have a pad and pen handy for the discussion, they won’t be drawing pictures and thinking of something else, they’ll be taking exact notes on what you’re presenting. Show them how successful projects you’ve worked on in the past will work for them as well. Wishy-washy is a clinical term, as told to me by a doctor friend who gives these type courses as well.
  • Do not rush or push the sale or conversation. If you’re presenting a sale and push a “P” you’re wasting your time. And if they are “Feelers” they’ll let you talk all day rather than hurt your feelings!! If time permits – refer to the phone booth story. No option – no sale!!! But as it happened I became good friends with the same couple years later with another company.

Preparing your sales_approaches_using_myers_briggs_type_indicator (2) Presentation Transcript

  • 1. IvyStone Sales and Personality Assessments, LLC Robert Nolan MBTI® Master Practitioner Using the Myers Briggs Type Indicator® The Sales Presentation
  • 2. The MBTI “The Myers Briggs Type Indicator”
  • 3. 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
  • 4. 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.
  • 5. MBTI Does: Indicate an individuals preferences for ways of: thinking, choosing, and interacting with the environment and other people.
  • 6. MBTI: Does NOT • Assess aptitudes, illness, intelligence, or “normalcy” • Measure whether one type is better than another • Measure abilities, • Excellence or • Maturity
  • 7. Definition 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.
  • 8. 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:
  • 9. 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.
  • 10. Terms Orientation: Extraversion or Introversion Perception: Sensing Perception or iNtuitive Perception Reasoning: Thinking Judgment or Feeling Judgment Attitudes: Judging or Perceiving
  • 11. 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
  • 12. 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
  • 13. The 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
  • 14. 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
  • 15. The 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
  • 16. 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
  • 17. 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.
  • 18. The 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.
  • 19. 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 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.
  • 21. Talking-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
  • 22. (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”
  • 23. (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
  • 24. (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
  • 25. (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
  • 26. (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
  • 27. (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
  • 28. (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
  • 29. 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% ENFJ 3-5% ENTJ 3-5%
  • 30. The 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