uses of psychological type cleary university jan 2012

Type For Teams and Networking

Working Together to Reach Your Customer

Learning Objectives:

1. An overview of type dynamics and why it matters

2. Using type to reach a comprehensive solution

3. Using type to reach your customer

…Using Your NON- dominant hand, copy the following sentence:

The quick brown fox jumps over the lazy dog.

Just as we have preferences for left or right-handedness, we also have preferences for:

• Extraversion versus Introversion

• Sensing versus Intuition

• Thinking versus Feeling

• Judging versus Perceiving

Psychological Preferences

Where Do I Focus My Energy and Attention?

Extraversion• Focus energy and attention

OUTWARD• Are interested in world of

PEOPLE and THINGS• Extraverts use their DOMINANT

function in the outside world• Prefer to problem solve and

work in groups

Introversion• Focus their energy and attention

INWARD• Are interested in the inner world

of THOUGHT and REFLECTION• Introverts use their DOMINANT

function in their mind• Introversion is not shyness.

Shyness is fear of negative judgment. Introverts prefer less external stimulation

How do I Take in Information and Data?

Sensing• Seek facts• Use common sense• Use their 5 senses• In the moment

Asks: What is the lay of the land? What do we know?

INtuition• Imagines possibilities• Uses brainstorming• Assesses connections• Future

Asks: Is there a new way to do this? Can we give it a different twist?

Linear/”Give me the steps” Conceptual/”This is related to that”

The Way We Make Decisions

Thinking• Critiques and deduces• Uses logic• Identifies Consequences

Asks:Why should this be done? What makes sense?

Feeling• Involves everyone• Cultivates harmony• Indentifies the positives

Asks: How do I feel about this?Who will this affect?

Our Attitude Toward the External World

Judging• Want the world to be

organized and have order• Plan/Structure• Last minute rushing around

is stressful

Buzz words: Schedule, Routine, List

Perceiving• Want to go with the flow• Options/Angles• Last minute rushing around

is energizing

Buzz words: Change, Surprise,The Last Minute

Schedules cramp my style, man.Nothing beats a well-ordered day

The MBTI is not:

• A way to pigeonhole, prescribe or excuse behavior

• A complete description about human behavior. Many factors influence the human personality.

• A method to determine skill level, maturity or competencies as compared to others

Additional Key Points:

The MTBI is:

• An affirming way to understand self and others

• A way to identify natural cognitive strengths

• A way to value the constructive use of differences among people

• A way to strengthen relationships and improve communication

• A dynamic not a static description for patters of interaction, growth and maturity

ISTJ ISFJ INFJ INTJ

ISTP ISFP INFP INTP

ESTP ESFP ENFP ENTP

ESTJ ESFJ ENFJ ENTJ

16 MBTI* Types – Dominant Functions*Myers-Briggs Type Indicator

Who’s driving the car?

….a demonstration based on dominant function!

ISTJ11-14%

ISFJ9-14%

INFJ1-3%

INTJ2-4%

ISTP4-6%

ISFP5-9%

INFP4-5%

INTP3-5%

ESTP4-5%

ESFP4-9%

ENFP6-8%

ENTP2-5%

ESTJ8-12%

ESFJ9-13%

ENFJ2-5%

ENTJ2-5%

ISTJ11% n=2

ISFJ0%

INFJ5% n=1

INTJ5% n=1

ISTP0%

ISFP0%

INFP0%

INTP0%

ESTP13% n=2

ESFP6% n=1

ENFP5% n=1

ENTP5% n=1

ESTJ37% n=7

ESFJ5% n=1

ENFJ5% n=1

ENTJ5%n=1

Type Percentages in General Population

Type percentages in Cleary Group n=19

Dynamics andProblem-Solving

ESTJ

1

2 3

4 4 min. Inferior

28 min.Dominant

18 min.Auxiliary

10 min.Tertiary

How Much Time is Spent in Each of the Functions?ESTJ

Using Type in Networking and Communication

Function pairs: Giving and Receiving Information in the Sales Relationship

• ST ISTJ, ESTP, ISTJ,ESTP Facts, Specifics, Logical Implications

• SF ISFJ, ESFJ, ISFP, ESFP Specifics, Impacts of Specifics on People

• NF INFP, ENFP, INFJ, ENFJ The Big Picture, Impact of Big Picture on People

• NT INTP, ENTP, INTJ, ENTJ The Big Picture, Impact of the Big Picture on logical options?

Customers and colleagues in the ST mode need you to:

• Be factual• Be practical• Keep it short, sweet, and businesslike• Use fewer personal words• Use step by step directions• Prepare to be tested on the details

Types who do this naturally: ESTJ, ISTJ, ISTP, ESTP

Types who are challenged by this mode: ESFJ, ESFP, ISFP, ISFJ (may personalize the message) or ENTP, INTP, INTJ, ENTJ (may be too vague)

Types who have to be extra aware when talking to this type: ENFP, INFP, INFJ, ENFJ (may personalize the message AND be too vague

Customers and colleagues in the NF mode need you to:

• Use personalized possibilities • Use and follow a relational train of thought• Paint a picture with words that reflects your customer• Be concerned with harmony

Types who do this naturally: INFP, ENFP, INFJ,ENFJ

Types who are challenged by this mode: INTP, ENTP, ENTJ, INTJ (might be too impersonal), ISFP, ESFP, ISFJ, ESFJ (Might not talk enough about possibilities)

Types who have to be extra aware when talking to this type: ISTJ, ESTJ, ISTP, ESTP (Might be too factual and impersonal)

Customers and colleagues in the NT mode need you to:

• Hear their “tests” as an indicator of interest• Treat them as unique• Project into the future• Talk about the pros and cons• Involve them in the final solution

Types who do this naturally: INTJ, ENTJ,ENTP,INTP

Types who are challenged by the mode: INFP, ENFP,INFJ,ENFJ (might talk too personally), ISTJ, ESTJ,ISTP,ESTP (might talk enough about the big picture

Types who to be extra aware when talking to this type: ISFJ, ESFJ, ISFP, ESFP (Might be too personal and miss the big picture)

Customers and colleagues in the SF mode need you to:

• Use personalized facts• Emphasize loyalty• Use more personal words• Build the relationship before doing business• Maintain the relationship

Types who do this naturally: ISFP, ESFP, ISFJ, ESFJ

Types who are challenged by this mode: ISTJ, ESTJ, ISTP, ESTP (might ignore personal angle), INFP, ENFP, INFJ, ENFJ (might give big picture with few facts)

Types who need to be extra careful: INTJ, ENTJ, INTP, ENTP (Might give few facts and ignore the personal angle)

In a nutshell:

Watch for these dichotomies:

Facts/Practicality (S) vs. Big PictureSpeak/Future Visions (N)

Focus on Logic, Objectivity (T) vs. People/Harmony/Values (F)

Remember: There are no good or bad types. All types have some natural strengths and potential blind spots.

Do What You AreBy Paul Tieger& Barbara Barron-Tieger

• Helpful resource for identifying careers that might appeal to certain psychological types

The Art of Speed Reading PeopleBy Tieger and Barron-Tieger

• This book give tips on how to notice type in yourself and others

Contact Information:

Email: Annholm@Annholm.net

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