This is a communication technique that with 4 to 8 sentences ensures people hear and actually understand what you are communicating. Use it for keynote openings, proposal executive summaries, software demonstrations, case study summmaries, explaining your value, and so much more.

1. How to engage 100% of your
Audience Immediately

2. How to engage 100% of your
Audience Immediately
This simple communication technique works for every:
1. Keynote speech,
2. Meeting,
3. Kickoff Event,
4. Sales pitch,
5. Webinar,
6. Demo Case Study Support Statements
7. Video opening
8. Marketing campaign,
9. Website homepage,
10. Case study,
11. Whitepaper 1st paragraph, and
12. Proposal executive summary.
Win significantly more often by communicating with it.

3. Remember Myers-Briggs?
Study it again on the next slide

4. All this mumbo jumbo means just these 4 things.

5. These are your 8 sentences.
1 sentence for the extraverts
1 sentence for the sensors
1 sentence for the judging
1 sentence for the thinkers
1 sentence for the introverts
1 sentence for the feeling
1 sentence for the intuitives
1 sentence for the perceivers
This is the order I often use to open
my speeches and keynotes.



 
 

So, you write and speak one sentence of each communicating your “stuff” to resonate
in exactly the way each of these 8 preferences hears them clearly and easily.

6. 1. Extraverts want to hear How it involves the teams
2. Sensors want to hear The Statistics and the Sequence of Events and Connecting Logic
3. Judges want to hear What did we accomplish. From state of A we did X and moved us to the
benefit of C.
4. Thinkers want to hear The Cause and Effect, and Overall Benefits of the Decision
5. Introverts want to hear Opportunities for individual participation
6. Feelers want to hear How the Decision Supports People and Values
7. iNtuitives want to hear The Big Picture and possibilities
8. Perceivers want to hear what’s next
To Get 100% of your Audience
Use 8 Sentences in your Opening
Arrange the order as you like, this is one I default to often
1.
2.
3.
4.
5.
6.
7.
8.

7. Be EFFECTIVE immediately. Just Start Here.
This single page is your cheat sheet.
1. Extraverts like activity and involvement:
Use these Extravert pay attention trigger words: We, Us, Team, Busy, Yes, Excitement
2. Sensors like logical connections and pragmatism:
Use these Sensor pay attention trigger words: Schedule, Exact, Details, Proven
3. Judges like Order and Closure:
Use these Judge pay attention trigger words: Responsibilities, Organized, Completion, Benchmark
4. Thinkers like results and common good:
Use these Thinker pay attention trigger words: Conclusion, Fair, Bottom Line, Cause & Effect, Justice
5. Introverts like focus and solitude:
Use these Introvert pay attention trigger words: Focus, Concentrate Small Group, Consider
6. Feelers like harmony and inclusion:
Use these Feeler pay attention trigger words: Inclusion, Support Happy-Angry, Acknowledge, Care
7. iNtuitives like exploration and scale:
Use these iNtuitive pay attention trigger words: New, Concept, Theory, Revolutionary
8. Perceivers like flexibility and options:
Use these Perceiver pay attention trigger words: Suggestion, Evolution, Flexibility, Cutting Edge
1.
2.
3.
4.
5.
6.
7.
8.
Use the words below with your “stuff”.

8. Said another way:
1. Extraverts like activity and involvement.
Use these Extravert pay attention
trigger words: We, Us, Team, Busy, Yes,
Excitement
2. Sensors like logical connections and
pragmatism. Use these Sensor pay
attention trigger words: Schedule,
Exact, Details, Proven, %, #s
3. Judges like Order and Closure:
Use these Judge pay attention trigger
words: Responsibilities, Organized,
Completion, Benchmark
4. Thinkers like results and common good.
Use these Thinker pay attention trigger
words: Conclusion, Fair, Bottom Line,
Cause & Effect, Justice
5. Introverts like focus and solitude. Use
these Introvert pay attention trigger
words: Focus, Concentrate Small
Group, Consider
6. Feelers like harmony and inclusion. Use
these Feeler pay attention trigger
words: Inclusion, Support Happy-
Angry, Acknowledge, Care
7. iNtuitives like exploration and scale.
Use these iNtuitive pay attention trigger
words: New, Concept, Theory,
Revolutionary
8. Perceivers like flexibility and options.
Use these Perceiver pay attention
trigger words: Suggestion, Evolution,
Flexibility, Cutting Edge

9. Note for Demo Case Study Mantra’s to
anchor in the high ROI of a Feature
Only use 4 sentences and always use the order of E, S, J, P:
1. Extraverts like activity and involvement. Use these Extravert pay
attention trigger words: We, Us, Team, Busy, Yes, Excitement
2. Sensors like logical connections and pragmatism. Use these Sensor pay
attention trigger words: Schedule, Exact, Details, Proven, %, #s
3. Judges like Order and Closure. Use these Judge pay attention trigger
words: Responsibilities, Organized, Completion, Benchmark
4. Perceivers like flexibility and options. Use these Perceiver pay
attention trigger words: Suggestion, Evolution, Flexibility, Cutting Edge

10. ESTP = 13%
ESFP = 13%
ESTJ = 13%
ESFJ = 13%
ISTP = 7%
ISTJ = 6%
ISFJ = 6%
ISFP = 5%
ENFP = 5%
ENTP = 5%
ENFJ = 5%
ENTJ = 5%
INFJ = 1%
INFP = 1%
INTJ = 1%
INTP = 1%
Relative to Myers Briggs Personality Profiles, remember, in the
world, the percentages of people refine as follows:
Seems to be the percentage by
Myers Briggs type in the population
This is why at the very least using ESJP will
Get you 75% of your audience hearing you
say something meaningful to them.
This is why you translate your executive
summary, case studies into a demo mantra,
and your keynote into an ESJP take away
of 4 sentences.
One sentence for each of the E, the S, the J
and the P.

11. Note for casual conversation when introducing
the value of your platform or company to a new
person,…
Only use 4 sentences and always use the order of E, S, J, P:
1. Extraverts like activity and involvement. Use these Extravert pay
attention trigger words: We, Us, Team, Busy, Yes, Excitement
2. Sensors like logical connections and pragmatism. Use these Sensor pay
attention trigger words: Schedule, Exact, Details, Proven, %, #s
3. Judges like Order and Closure. Use these Judge pay attention trigger
words: Responsibilities, Organized, Completion, Benchmark
4. Perceivers like flexibility and options. Use these Perceiver pay
attention trigger words: Suggestion, Evolution, Flexibility, Cutting Edge

12. So, in summary
Take everything you and your company do, and the value your clients get from all
that you do, and the results your clients gain from your offerings AND translated
into the sentences of:
1. How it involves the teams (for the Extroverts in your audience)
2. All the Statistics and the Sequence of Events and Connecting Logic items you have (for the
sensors you talk to)
3. Sum up all your “What we accomplished. And, what we took from the state of a to z (for
all the Judges)
4. Crisply declare you because of our x our clients got z accomplished. The Cause and Effect,
and Overall Benefits of their Decision use us. (This is for the Thinkers)
5. Opportunities for individual participation (for the Introverts)
6. How the Decision Supports People and Values (for the feelers)
7. The Big Picture and possibilities (for the intuitives)
8. What’s next now that you’ve accomplished this for the client, where will you go together
(for the perceivers)

13. Extraverts want discussion
(75% of people are
extraverts)
Sensors want the facts &
sequence of events (75% of
people are sensors)
Thinkers want cause and
effect, overall good logic
(50% of people are thinkers)
Judgers want conformity to
rules and values (60% of
people are judges)
Introverts want time to
consider (25% of people
are introverts). This is why
you email them the agenda
btw.
Intuitives want the big
picture & possibilities
(25% of people are
intuitives)
Feelers want the impact
on people (50% of people
are feelers)
Perceivers want options
(40% of people are
perceivers)
Bottom-line Remember This If Anything and
You’re Communications will Improve