Preparing your sales_approaches_using_myers_briggs_type_indicator (2)


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Preparing your sales_approaches_using_myers_briggs_type_indicator (2)

  1. 1. IvyStone Sales and Personality Assessments, LLC Robert Nolan MBTI® Master Practitioner Using the Myers Briggs Type Indicator® The Sales Presentation
  2. 2. The MBTI “The Myers Briggs Type Indicator”
  3. 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. 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. 5. MBTI Does: Indicate an individuals preferences for ways of: thinking, choosing, and interacting with the environment and other people.
  6. 6. MBTI: Does NOT • Assess aptitudes, illness, intelligence, or “normalcy” • Measure whether one type is better than another • Measure abilities, • Excellence or • Maturity
  7. 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. 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. 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. 10. Terms Orientation: Extraversion or Introversion Perception: Sensing Perception or iNtuitive Perception Reasoning: Thinking Judgment or Feeling Judgment Attitudes: Judging or Perceiving
  11. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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