Workshop given to Cleary University staff on 1-30-12

1. Type For Teams and
Networking
Working Together to Reach Your
Customer

2. 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

3. …Using Your NON- dominant hand, copy the
following sentence:
The quick brown fox jumps over the lazy dog.

4. Psychological Preferences
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

5. Where Do I Focus My Energy and
Attention?
Extraversion Introversion
• Focus energy and attention • Focus their energy and attention
OUTWARD INWARD
• Are interested in world of • Are interested in the inner world
PEOPLE and THINGS of THOUGHT and REFLECTION
• Extraverts use their DOMINANT • Introverts use their DOMINANT
function in the outside world function in their mind
• Prefer to problem solve and • Introversion is not shyness.
work in groups Shyness is fear of negative
judgment. Introverts prefer less
external stimulation

6. How do I Take in Information and
Data?
Sensing INtuition
• Seek facts • Imagines possibilities
• Use common sense • Uses brainstorming
• Use their 5 senses • Assesses connections
• In the moment • Future
Asks: What is the lay of the Asks: Is there a new way to do
land? What do we know? this? Can we give it a
different twist?

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

8. The Way We Make Decisions
Thinking Feeling
• Critiques and deduces • Involves everyone
• Uses logic • Cultivates harmony
• Identifies Consequences • Indentifies the positives
Asks: Asks:
Why should this be done? How do I feel about this?
What makes sense? Who will this affect?

9. Our Attitude Toward the External
World
Judging Perceiving
• Want the world to be • Want to go with the flow
organized and have order • Options/Angles
• Plan/Structure • Last minute rushing around
• Last minute rushing around is energizing
is stressful
Buzz words: Buzz words: Change, Surprise,
Schedule, Routine, List The Last Minute

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

11. 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

12. 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

13. 16 MBTI* Types – Dominant Functions
*Myers-Briggs Type Indicator
ISTJ ISFJ INFJ INTJ
ISTP ISFP INFP INTP
ESTP ESFP ENFP ENTP
ESTJ ESFJ ENFJ ENTJ

14. Who’s driving the
car?
….a demonstration based on dominant function!

15. Type Percentages in General Population
ISTJ ISFJ INFJ INTJ
11-14% 9-14% 1-3% 2-4%
ISTP ISFP INFP INTP
4-6% 5-9% 4-5% 3-5%
ESTP ESFP ENFP ENTP
4-5% 4-9% 6-8% 2-5%
ESTJ ESFJ ENFJ ENTJ
8-12% 9-13% 2-5% 2-5%
Type percentages in Cleary Group n=19
ISTJ ISFJ INFJ INTJ
11% n=2 0% 5% n=1 5% n=1
ISTP ISFP INFP INTP
0% 0% 0% 0%
ESTP ESFP ENFP ENTP
13% n=2 6% n=1 5% n=1 5% n=1
ESTJ ESFJ ENFJ ENTJ
37% n=7 5% n=1 5% n=1 5%n=1

16. Dynamics and
Problem-Solving
ESTJ

17. How Much Time is Spent in Each of the Functions?
ESTJ
18 min. 2 3 10 min.
Auxiliary Tertiary
28 min. 1
Dominant
4 4 min.
Inferior

19. Using Type in
Networking and
Communication

20. 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?

21. 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

22. 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)

23. 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)

24. 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)

25. 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)

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

27. Do What You Are
By Paul Tieger& Barbara Barron-Tieger
•Helpful resource for
identifying careers that
might appeal to certain
psychological types

28. The Art of Speed Reading
People
By Tieger and Barron-
Tieger
•This book give tips on how
to notice type in yourself
and others

29. Contact Information:
Email: Annholm@Annholm.net
Websites: Annholm.net
QueenAnntics.net
Annholm.net
AnnholmNet
http://www.linkedin.com/in/annholmnet