Using MBTI to Effectively Profile Your Clients

Copyright © 2017 | Boom San Agustin | Sales Management Consultant
Using MBTI to Effectively Profile Your Clients
Harnessing the unique power of MBTI to help you close sales by
understanding the distinctive characteristics of your clients

My name is Boom
@BoomYourSales

… and I run this company
www.OurKnowledge.asia

… and this company
www.AdWolf.net

… and this publication
www.RoundUp.ph

… and this company
@WorkInProgressPH

Using MBTI to Effectively Profile Your Clients
Harnessing the unique power of MBTI to help you close sales by
understanding the distinctive characteristics of your clients
Copyright © 2017 | Boom San Agustin | Sales Management Consultant

MBTI means Myers-Briggs Type Indicator

MBTI was developed by…
Isabel Briggs Myers Katharine Cook Briggs

and was adapted from the works of…
Carl Jung

Activity
What Would
You Do If…

The Four Dichotomies…
How We Gather Energy
How We Process Information
How We Make Decisions
How We Structure Our Lives

Extroverts
Act first, then reflect while
working on it
Communicate to get a
reaction
Feel a decline in energy when
they are inactive or deep in
thought and reflection
Are recharged when
interacting with others

Reflect, then act, then reflect
further
Prefer to communicate only to
state something
Feel a decline in energy when
tasked to interact with people
they don’t know
Feel recharged when deep in
thought and reflection in a
quiet environment
Introverts

Are more interested in possibilities
Find meaning in how the data
relates to theories they want to
prove or disprove
Trust their gut-feelings or hunches
Focus on the big picture first
Are considered creative and
inventive people
Use imagination and ingenuity to
solve problems
Intuitives

Are interested in details and facts
Look for meaning in the data
Trust their five senses and their
experiences
Are often considered practical
minded people
Use common sense and tried
and tested methods to solve
problems
Sensors

Activity
Are You Really
Wearing That

Use their head when making
decisions
See true or false or black or white;
no grey areas
Are result oriented
Accept conflict as a natural and
normal part of a relationship
Are often objective
Challenge one’s way of thinking
Thinkers

Use the heart when making decisions
See things as good or bad and consider
many grey areas
Are relationship oriented
Focus on the process
Are often subjective
Strive to maintain harmony
Challenge one’s way of being
Feelers

Are planned and organized
Often complete projects using a step-
by-step process
Are supported by structure, guidelines
and standardized methods
Dislike surprises and last minute
changes
Gain satisfaction from ticking-
off completed tasks on a list
Often deliver results before
the deadline
Judges

Are flexible and spontaneous
Enjoy freedom and variety
Resist structure, rules and plans
Can adapt to changes almost
immediately
May also use lists; but, will
probably add to, continually alter
or lose the list altogether
Often work on projects at the very
last minute
Perceivers

Now, let’s talk about the 8 Cognitive Functions

Activity
Cognitive
Function
Inventory

Imaging outcomes and possible next
steps
Communicating with each other
Developing language
Understanding the underlying meaning
of signs, symbols, gestures, sounds, etc.
Interpreting our dreams
Working with hunches about people,
things and events
Having a vision of our future
Enjoying the meaning and significance
of fables and stories
Introverted Intuition (Ni)

Perceiving options, possibilities and
connections
Researching by recognizing patterns
and using them to develop
hypotheses
Shaking gifts to guess what’s inside
Using examples and metaphors to
illustrate what we mean
Looking past what someone is and
see the many things they could be
Imagining the possibility of being
anyone other than who we are
Exploring MBTI theory because Jung
was able to see the patterns in others'
behaviors
Extraverted Intuition (Ne)

How can you tell if a person is an
introverted or extraverted intuitive

What questions can you ask to determine
introverted or extraverted intuition

Being aware of details
Enjoying traditions
Learning from our mistakes
Reliving feelings and emotions of
nervousness and excitement
Doing tasks automatically without
having to rethinking them
Telling the stories of our lives
Being reminded of past events by
certain smells, sounds, or features
Remembering where we put things
and remembering our promises
Taking photographs or looking through
photo albums
Introverted Sensing (Si)

Immediately being aware of situations
and facts
Spontaneously experiencing
everything around us with our 5 senses
Watching the sunset and seeing the
clouds change color
Experiencing the taste of our favorite
food
Feeling the amazing rush of going
down the first hill on a roller coaster
Watching the news and enjoying
current events
Recognizing danger by from certain
odors
Enjoying sports and sporting events
Extraverted Sensing (Se)

introverted or extraverted sensor

introverted or extraverted sensing

Analyzing and developing processes
and strategies
Defining principles
Considering both sides of an issue
Defining and clarifying overwhelming
problems
Categorizing things into groups
(political parties, fruits and vegetables
etc.)
Studying individual subjects at school
(math, science, English, etc.)
Figuring out how things work (the
human body, a car engine, etc.)
Having a purpose; including a purpose
in life
Introverted Thinking (Ti)

Critiquing
Objectively analysing situations
Making goals for ourselves
Obtaining measurable results
Having legal and judicial systems
Focusing on everything we have to do
today (or tomorrow)
Planning our day and make plans for
holidays, weddings, etc.
Understanding the consequences of
our actions
Setting speed limits and other rules
Developing order (queues, organizing
employees, etc.)
Extraverted Thinking (Te)

introverted or extraverted thinker

introverted or extraverted thinking

Identifying and evaluating constructive
options
Having values
Attaching importance to events in our
lives
Telling when people are being genuine
(and when they aren't).
Experiencing that amazing, peaceful
feeling when everything just seems
right
Being passionate
Having a sense of right and wrong (this
means we don’t do whatever we can
get away with it because couldn’t live
with the guilt)
Introverted Feeling (Fi)

Seeking connections with others
Loving ourselves and others
Identifying the wants and needs of others
Wishing people good luck or happy
birthday
Maintaining relationships with other people
by focusing on what is important to them
Wanting to receive positive feedback for
the things that we do
Knowing the appropriate way to act in
different situations (a job interview, a date,
etc.)
Wanting to give charity and even care to
those in need
Extraverted Feeling (Fe)

introverted or extraverted feeler

introverted or extraverted feeling

How do these Cognitive Functions come together

Dominant
Auxiliary
3
4
Cognitive Primary Process
Introverted Extraverted
Hero
Supporter
Relief
Aspiration

We also have the Shadow Functions

5
6
7
8
Cognitive Shadow Process
Opposer
Critic
Deceiver
Devil

But, for this session, we will not
be discussing the Shadow Functions

Now, it’s time to break
the socionics code

Breaking the Socionics Code
E S T J

E S T J
If the last letter of your type is “J”…

E S T J
…then the letter beside it is “extraverted”
e

E S T J
…and the letter beside that is “introverted”
i

E S T J
If the first letter of your type is “E”…

E S T J
…then your hero function is the extraverted letter
e

E S T J
…and your support function is the introverted letter
i

Thinking
Sensing
Hero
Supporter
An ESTJ’s first two functions look like this

E S T J
Now, your relief function is the
opposite of your support function
Ne

E S T J
…and your aspiration function is the
opposite of your hero function
Fi

Thinking
Sensing
N
F
Hero
Supporter
Relief
Aspiration
So, an ESTJ’s complete process looks like this

Let’s try another one

I N F P

I N F P
If the last letter of your type is “P”…

I N F P
…then the letter beside it is “introverted”
i

I N F P
…and the letter beside that is “extraverted”
e

I N F P
If the first letter of your type is “I”…

I N F P
…then your hero function is the introverted letter
i

I N F P
…and your support function is the extraverted letter
e

Feeling
Intuition
Hero
Supporter
An INFP’s first two functions look like this

I N F P
Again, your relief function is the
opposite of your support function
Si

I N F P
…and, again, your aspiration function is the
opposite of your hero function
Te

Feeling
Intuition
S
T
Hero
Supporter
Relief
Aspiration
So, an INFP’s complete process looks like this

Activity
Find Your
Cognitive
Functions

It’s time to determine the
different personalities

We only need to consider the…
Dominant
Auxiliary
3
4
Hero
Supporter
Relief
Aspiration

People person
More common in
women than in men
Concerned and
supportive
Loyal and nurturing
Goes with the majority
Fe + Si

Charming and
compelling
communicators
Visionary
More common in
women than in men
Fe + Ni

Free-spirited and fun-
loving
Passionate
Can be paranoid and
illogical
More common in
women than in men
Fi + Se

Strong imagination
Verbally fluid
More common in
women than in men
Sometimes stubborn
May become flighty and
inconsistent
Fi + Ne

Efficient organizers and
responsible administrators
More common in men
than in women
Sometimes resistant to
change
Has trouble empathizing
with others
Te + Si

Efficient organizers and
action oriented
Has a flair for strategic
orientation
More common in men
than in women
May lose touch with
reality and forget what is
important to them
Te + Ni

Entrepreneurial
Self-contained problem
solvers
More common in men
than in women
Sometimes too
confident in their own
solutions
Ti + Se

Versatile pattern seekers
Abstract-minded
analysts
More common among
men than among
women
Sweat the small stuff
Sometimes has difficulty
with emotions
Ti + Ne

To profile your clients better, we
will need to start asking questions

“He, who ____ the _________,
controls the ____________.
- Old Sales Proverb

“He, who asks the questions,
controls the conversation.
- Old Sales Proverb
Do you agree with this?

What are open and close ended questions

What are open ended questions used for

used to turn-over control of a
conversation
used to find out more about
a person or issue
used to get more information
to help understand processes
or situations
used to get opinions and
evoke emotions to help
understand reasons and
motives
Open ended questions are…

How do you use open ended questions

The RAIN Method
RAIN is about using
open-ended questions properly

The RAIN Method
Rapport-Focused
What's going on in your business these days?
How have things changed?
What are you up to this weekend?
You mentioned you want to retire in a few
years. What are you thinking of doing then?

The RAIN Method
Aspiration/Afflictions-Focused
Why isn’t this particular
technology/service/product/situation/issue
working for you right now?
Many of our clients are reporting problems
with areas A, B, and C. How are these areas
affecting you? What do you think about
them?
What goals and objectives do you
have in general? For this area?

The RAIN Method
Impact-Focused
If you could overcome these challenges,
what would happen to your company's
financial situation?
If you were to make this happen, what would
it mean for you personally?
How would implementing these
changes affect your
competitiveness in the market?
How do you think the board of directors
would evaluate the success of this
initiative?

The RAIN Method
New-Reality-Focused
You mentioned you’re not having a good
experience with your current provider. If you
work with us, what are you hoping will be
different?
What does success look like for you… your
business… this project… our work together?
If there were no restrictions on you
– money, effort, political issues and
so on do not exist – what would
you change? Can you tell me why
you say that?

What are close ended questions used for

used to take back control
of the conversation
used to open or close a
conversation
used to encourage fact-
finding in investigations
used to get commitments
Close ended questions are…

How do you use close ended questions

It’s time to determine the different personalities

Role Play
Profiling the
Other Person

If you want to know more
about my courses…

Contact me at…
@BoomYourSales
+63-917-593-1494
boom8088@gmail.com

Using MBTI to Effectively Profile Your Clients

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