Networking is an essential business skill. Personality plays a critical role. We understand and interact with the world around us through the lens of our personality preferences. We connect more naturally with people of similar preferences Understanding personality preferences helps us consciously ‘flex’ our approach to Networking. This allows us to take advantage of more opportunities.

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2. Agendao Successful Networking Skills
o Introduction to Personality Preference & Myers
Briggs Type Indicator (MBTI)
o Four Dimensions of Personality
o How your preference impacts Networking
o Q&A
©Inside Edge 2014

3. About Inside Edge
o We are experts in human
behaviour and how to direct it
to improve performance
o We provide Training &
Development solutions,
Leadership Training, Executive
Coaching, MBTI and
Performance Consulting
o Web: www.insideedge.ie
©Inside Edge 2014

4. • ‘High touch’ capability
(Daniel Pink)
• Giver’s Gain
• Building Quick Rapport
• High quality Listening
• Remembering Names
• Developing authentic
relationships
Successful
Networking
Skills
©Inside Edge 2014

5. Why is understanding personality
preferences useful?
o We understand and interact with the world around
us through the lens of our preferences
o We connect more naturally with people of similar
preferences
o Understanding preferences helps us consciously
‘flex’
o We can take advantage of more opportunities
©Inside Edge 2014

6. Myers Briggs Type Indicator (MBTI)
o World’s leading questionnaire for
measuring personality type
o Looks at personality based four
aspects of personality
o 16 different personality type profiles
each represented by a combination
of 4 letters e.g. ENTJ or ISFJ
©Inside Edge 2014

7. 1: Extraversion - Introversion
Extrovert
Introvert
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8. 2: Sensing – INtuition
Sensing
Intuition
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9. 3: Thinking – Feeling
Thinking
Feeling
©Inside Edge 2014

10. 4: Judging – Perceiving
Judging
Perceiving
©Inside Edge 2014

11. ©Inside Edge 2014

12. Extraversion – Introversion: Networking
E
• Networking will give them energy
• May prefer to mix with everybody
• Can be guilty of ‘eye-darting’
• May talk more than listen
I
• Networking takes a good deal of energy
• Can be guilty of ‘ankle hugging’
• May prefer to mix with known contacts
• May listen more than they speak
©Inside Edge 2014

13. Sensing – iNtuition: Networking
S
• Pitch: specific details & facts in a structured way
• Remembering names and information about contacts
• Look for contacts relative to what is happening today (here &
now)
N
• Pitch: the ‘story’ & how products / services benefit people (big
picture)
• May remember details they find interesting about contacts
• Open to the potential future value of contacts and
relationships
©Inside Edge 2014

14. Thinking – Feeling: Networking
T
• Practical in the support they offer
• Contacts valuable if they can provide leads, referrals and business
• May appear as a ‘card shuffler’
• Refer if they have objective evidence that you are competent
F
• Appear more empathetic and supportive of the person
• Networking provides relationships - relationships = high value
• Will refer if they like and trust you
• Loyal of supportive of businesses – Relationship selling works with
F
©Inside Edge 2014

15. Judging – Perceiving: Networking
J
• Like structured networking events
• 1:1 meetings (BNI) – likes to schedule and keep the schedule
• Like to follow up and close out on leads
P
• May plan to attend lots of networking events but their
schedule can change
• May risk overstretching themselves
• Not bothered if leads / referrals are left open ended
©Inside Edge 2014

16. Any Questions?
For queries contact
Website: www.insideedge.ie
Email: info@insideedge.ie