Personality Styles and Selling

The way you approach the world Your preferred method of interaction How you problem solve Where you are coming from Tool and Language Use What is a Personality Style?

Basic Types Per Myers-Briggs  Introvert or Extravert  Sensor or Intuitive  Feeler or Thinker  Judger or Perceiver

4 Main Styles Concrete speech: Observations, present focus & “what is Cooperative: “What’s right” Pragmatic: “What works” Abstract Speech: Metaphors, future focus & “what might be”

Guardians SJs – ESTJ, ESFJ, ISTJ, ISFJ S: facts & details, living in the present moment J: seeking closure; a strong drive to put work before play 45-50% of the population

Guardians Responsible Trustful and Respectful of Authority Conventional Cautious

Guardians At Work  Overseers  Like structure, No Radical Change  Want to move up the ladder  Organization  Jobs will be in Business Management, Teaching, Health Care and Judicial System At Home  Physical Activity  Using their Hands  Collecting  Volunteer

Guardians Appearance  Appropriate  Conservative  Classic Fashion  Finished Demeanor  Serious  Polite  Defer to Elders  Appropriate

Guardians Communication  Clear and Direct  Folksy  Concrete  No Hypotheticals Body Language  Restrained  Good Posture  Walks Briskly, with Purpose  Avoid Showy Hand Gestures

Selling to Guardians Say “Thank You” Real–Life Examples Membership Responsibility Tradition

Artisans SPs – ESTP, ESFP, ISTP, ISFP S: facts & details, living in the present moment P: spontaneous & impulsive; play first! 30-35% of the population

Artisans Thrive on Action and Risk Skilled Performers Light-Hearted and Fun Play Before Work or as Work Break Rules Brave and Capable

Artisans At Work  Performers and “Firefighters”  Need Variety, Change and Fun  Like to Work with Real Things  Jobs will be in Law Enforcement, EMT, Sports, Sales At Home  Physical Activity and Sports, Extreme Sports  Using their Hands  Dancing, Playing Music  Restoring Cars or Houses

Artisans Appearance  Colorful or Comfortable  Trendy or Casual  Snappy or Relaxed Demeanor  Generous, Grand Gestures  Colorful and Fun!  Carefree and Exciting  Present in the Moment

Artisans Communication  Direct and Vivid  Colorful Phrases  Quick, Sensory Adjectives  No Hypotheticals Body Language  Colorful and Impactful  Graceful Movements  Pawing Gesture  Fist Pounding and Finer Pointing

Selling to Artisans Be Fun and Generous Specific Real Life Examples Make it Easy!!! No Details Hip, Trendy, Exciting

Idealists NFs – ENFJ, ENFP, INFJ, INFP N: ideas & big picture, living in the future F: personal values not objective principles; impact on people 10-15% of the population

Idealists Meaning, Relationships and Self-Discovery Genuine and Sincere Sensitive Need a Mission Uniqueness and True Self

Idealists At Work  Developers and Counselors  Growth and Human Development  Work with People  Jobs will be in HR, Social Work, Psychologists At Home  Journaling, Self-Discovery  Multiple Relationships  Socializing

Idealists Appearance  Unique and Personal  Sometimes Exotic  Natural Look  Free Flowing Hair for Women Demeanor  Kind and Connecting  Emotional  Intensely Relational  Interested in People

Idealists Communication  Abstract  Futuristic  Overstatement  Emotionally Charged and Moral Body Language  Deep Eye Contact  Vivid Gestures

Selling to Idealists Relationships! Respect Their Values Personal Development Moral Superiority Significance Create a Relationship with Them Ask and Reveal Personal Information

Rationals NTs – ENTJ, ENTP, INTJ, INTP N: ideas & big picture, living in the future T: objective, impersonal decision making; goal- achievement is the standard by which to act 5-10% of the population

Rationals Knowledge and Power Competence and Drive Perfectionists and Self-Critical Future, Ideas and Concepts Innovative Devil’s Advocate

Rationals At Work  Learners and Wizards  Technology, Theory  Constant Challenge  Jobs will be Consultant, Scientist, Lawyer, College Prof At Home  Self-Improvement  Improving  Games of Skill

Rationals Appearance  Clueless or Powerful  Designer Clothes or Rumpled Demeanor  Confident and Unemotional  Devil’s Advocate  Can Seem Cold, Arrogant  Complexity

Rationals Communication  Abstract and Precise  Highly Theoretical  Clever and Witty  Logical Approach Body Language  Unemotional  Break Eye Contact  Precision and Control  Tick off Points, Claw

Selling to Rationals Intelligence and Mastery Crave Intellectual Esteem Show that You are the Expert Listen to Their Theories Never say “Should” or “Ought” Arguing is Good!

Tools Who are you? Free Jung Personality Test  We are all different! Working with Others…  “Just Your Type” – Tieger and Tieger

Closing

Questions