What Myers-Briggs can do to increase your conversion

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Decisions follow a predictable four-stage process identified in the development of the Myers-Briggs Type Indicator (MBTI). These four stages, S-N-T-F, are the basis of Four Speed Selling.  Understanding which stage your prospect is in points the way to conversion. Before exploring the process, though, you first need an understanding of the wiring tying it all together.

This seems a detour, but it’s a shortcut

You probably couldn’t find a less likely source of a sales tool than the mother-daughter team of Isabel Briggs Myers and Katherine Briggs. Their years studying personality types produced a highly respected and predictive personality assessment tool now recognized around the world. Myers-Briggs’ interpretation of Carl Jung’s personality types brings real-world application to the psychologist’s years of study.

This probably seems a detour from a course on sales, but it’s actually an important shortcut. If you’re hoping to find simple technique-driven sales ticks, stop now. There are already volumes teaching scripted response selling for those seeking to merely peddle wares. Four Speed’s principles, on the other hand, free you from time-worn and easily detectable technique. A Four Speed Seller understands the stages of conversation and manages them to achieve alignment—an outcome with long-term residual benefits far beyond selling.

The basics of MBTI

MBTI distinguishes four fundamental archetypes and describes interactions of the resulting sixteen personality types.  According to Myers-Briggs, each of us are a mix of these four dichotomies: Favorite world, Information, Decisions, and Structure

• Favorite world: Extroverts focus on the outer world, while Introverts focus within.
• Information: INtuitives tend to interpret and find meaning in information, while those focusing on facts and basics are Sensing.
• Decisions: Logic and consistency are the domain of Thinking types. Feeling types prefer looking at people and special circumstances.
• Structure: Judging types prefer getting things decided, while Perceiving types leave the door open to new ideas and possibilities.

Your preference in each is distilled into a four letter Myers-Briggs Type. For the record, I’m scored as ENFP. That doesn’t mean there isn’t any ISTJ in me. In fact, you and I are a mix of styles containing varying degrees of all the dichotomies. Confused yet?  Stay with me.

Being left handed doesn’t mean my right hand dangles useless at my side; I have a left preference. It’s the same with Myers-Briggs personality types. HIghly extroverted people have some introvert in them too. Knowing and using this awareness provides a stout advantage in living a productive life.

Styles aside: S-N-T-F is the route to yes

Regardless of style, when making a decision, we all journey along the same decision-making path. Your preferred type provides a clue into which stage you will place the most importance. Someone’s MBTI designation makes itself clear as their focus lands on the decision-making stage which best aligns with their preferred style. A strong iNtuitive, for instance, will value the N stage. T-types will focus on the T stage. And, so on.

My goal here is to give you a basic understanding of Myers-Briggs principles to align your sales GPS. Learning more would be wise, but not necessary for you to practice Four Speed Selling. We'll study the map next by walking through the four stages: S-N-T-F.