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