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)
IvyStone Sales and Personality Assessments, LLC
Robert Nolan MBTI® Master Practitioner
Myers Briggs Type Indicator®
The Sales Presentation
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…
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.
Indicate an individuals
preferences for ways of:
and interacting with the
MBTI: Does NOT
• Assess aptitudes, illness, intelligence, or
• Measure whether one type is better than
• Measure abilities,
• Excellence or
Definition of Types
“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.
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:
MBTI for Business:
Discovering new ways of communication
with individuals in sales.
Discovering new ways of communication
with management, marketing and
Extraversion or Introversion
Sensing Perception or iNtuitive Perception
Thinking Judgment or Feeling Judgment
Judging or Perceiving
Prefer to learn by
doing and they like to
talk in order to think
handling as many
things as they can at
Tend to learn by
reading and thinking.
They participate in
need the time to
before coming to a
Incredible Energy, highly animated
Thoughts are expressed openly through body
language – especially hand and facial
Use “WE” instead of “I”
75% of the population
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
Practical and Realistic
Listen for step by step directions
When asking questions listen for: “What” and
Wants specifics, no beating around the bush.
Communicates in clear – uncomplicated
Relate to their past experiences, successes
65 -75% of the population
iNtuitive's are the abstract thinkers. They enjoy
big ideas, theories and ideas. Hooked on
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
Will prove to be insightful in their analysis.
Are logical, demand efficiency.
Will do whatever they need to, to get the job
Not really interested in others opinions or
Use mental checklists – never without pen and
Usually split the population with Feelers 50/50
Concerned about how their decisions affect
Devoted and Emotional
Make decisions with their hearts
Will be the most skillful at understanding and
Live the world of Order.
Must have lists and plans to live by.
Decisions are made quickly so as to get things
I have the information – I’m ready to make a
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.
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
Approximately 45% of the population.
Talking in Type
Listening to distinctive words or word
groups often provides a gateway to
Skillful listeners will build rapport by
dovetailing their responses to someone’s
Shows energy and enthusiasm
Responds quickly without long pauses to think
Allows talking out loud without definite
Communicates openly – do not censure
Focuses on the external world, the people and
Include time for I’s to get to know you and trust
Encourage response pushes like “what do you
Allow time for I’s to think before responding;
don’t expect immediate answers to questions –
they need to “process”
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
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
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
Feeling Types (F)
Get to know the person before getting down to
Be personable and friendly
Demonstrate empathy by presenting areas of
Show why the idea is valuable to people and
how will it affect people
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
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
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