1. Personality Styles and Selling

2. 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?

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

4. 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”

5. 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

6. Guardians Responsible Trustful and Respectful of Authority Conventional Cautious

7. 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

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

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

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

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

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

13. 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

14. 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

15. 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

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

17. 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

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

19. 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

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

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

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

23. 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

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

25. 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

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

27. 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

28. 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!

29. Tools Who are you? Free Jung Personality Test  http://www.humanmetrics.com/cgi-win/JTypes1.htm http://www.humanmetrics.com/cgi-win/JTypes1.htm We are all different! Working with Others…  “Just Your Type” – Tieger and Tieger

30. Closing

31. Questions