1. How to get buy-in from your senior stakeholders Liane Hawthorne, Account Director

2. The Myers Briggs Type Indicator“
Recommended for anyone who works anywhere other than a one-man capsule in outer space(and arguably even then...)!
Andrew McAllister, Foreign and Commonwealth Office ”

3. Today’s session
Learn how to confidently articulate the business benefits of the MBTI to your stakeholders
Consider how best to influence your senior stakeholders using type
Take-aways to help you better influence stakeholders

4. Reminder of the features and benefits
Key features
Explores 16 personality types, acknowledging that all types have value
Carries outstanding credentials
Eleven comprehensive application reports that let you get straight to the heart of an issue
Available online in 27 languages
Opportunity to extend exploration to type dynamics and MBTI Step II

5. Reminder of the features and benefits
Simple yet versatile
Longevity
Breadth and depth
Provides a common language
More applications than any other personality tool
Focus on authenticity
Millions of users and unrivalled resources and training

8. Classic concerns and objections
Why use a personality tool?
I thought it was only for managers...
It’s too expensive
Is it really valid?
I’ve had a bad experience in the past
I only have an hour to invest
I’ve been “MBTI’d” before
I don’t want to be put in a box
People forget their “letters”
What value does it bring to the workplace?
I want to know how they behave not just what they prefer

9. Lasting buy-in comes from delivery
Set expectations
What will they get / not get
Be clear about what part you have to play
Be clear about what part they have to play
Tailor the message to your audience
Seek support from OPP
Make it a journey

10. Influencing your stakeholders using type

11. Impact of MBTI on your style
EI – style of initial contact and interaction
SN – exploring the reality and the future
TF – evaluating and deciding on information
JP – focus on next steps and agreement

12. And on into the functional pairs
Middle two letters = the functions
Taking in information
Making decisions

13. ST Tend to Therefore when influencing STs
Be practical and value factual information
Focus on what is essential
Like time to absorb information
Logically compare facts
Be interested in what is sensible and efficient
Therefore when influencing STs
Be factual, don’t make things up or waffle
Share your knowledge and competence
Be honest and straight forward in your approach
Be professional , don’t be overly familiar
Be prepared
Focus on relevant details

14. SF Tend to Therefore when influencing SFs
Be personal and practical, and talk about their experiences
Not like complicated processes but want complete information
Be warm, friendly and approachable
Use personal inclusive words and phrases
Value personal service and loyalty
Therefore when influencing SFs
Listen to what they say and how they say it, and let them know you have heard them
Give your full attention
Give them time, don’t rush them
Provide factual information but with a personal focus for them
Offer other people’s opinions
Provide personal experiences and viewpoints

15. NF Tend to Therefore when influencing NFs Find meaning in ambiguity
Imagine potential outcomes
Use words to paint pictures
Speak diplomatically
Therefore when influencing NFs
Treat respectfully
Value individuality, don’t group then with other people
Give them space
Offer new and innovative ideas
Provide overall approach and later add detail if asked
Take time to discuss and understand needs
Provide range of possibilities

16. NT Tend to Therefore when influencing NTs
Have a large vocabulary and are precise in their use of language
Be interested in possibilities
Like straight forward information with alternatives
Check for discrepancies
Use ‘dark’ humour
Therefore when influencing NTs
Be respectful, don’t be personal
Demonstrate your competence and knowledge
Give high level overview and detail if required
Provide options and choice
Offer new, innovative solutions
Be honest, don’t try and bluff

17. Let’s have a go Find someone with a different functional pair
Take it in turns to play the stakeholder and the MBTI practitioner
Get into pairs and discuss the MBTI in a way that can appeal to all of the preferences. Try to focus the conversation around how you can influence your audience around why they would choose the MBTI.

18. MBTI Teambuilding Program Leader’s Resource Guide, S. Hirsch
Summary ST
Focuses on:
specifics
logical implications SF
impact on people NF
concepts
impact on values NT
logical options
Values:
efficiency and value for money
lists of features and benefits
personal loyalty
being treated as an individual
brand loyalty
making a difference in the world
competence and innovation
options that fit future needs
So remember to:
STATE THE FACTS
GIVE PERSONAL SERVICE
SUPPORT THEIR VISION
GIVE LOGICAL OPTIONS
MBTI Teambuilding Program Leader’s Resource Guide, S. Hirsch

19. Resources available to you
Data sheet
Sample reports
Case studies
“Use With” Guides
Type and Selling booklet
Flip-a-Type-Tip!
Today’s take-aways
Talk to us

20. Thank you!