Extrovert

Intuitive

Thinker

Judger

Assertive

Introvert

Sensor

Feeler

Perceiver

Turbulent

Extroverts Prefer…

Introverts Prefer…

Any Social Activity

Selective Social Activity

To Speak, Think, Speak

To Think, Speak, Think

To Multi Task

To Focus Task by Task

Subject Overviews

Deep Dives into Subjects

An Outward focus, Interacting with people, places & things

An Inner Focus, Concentrating on the matter at hand

Face to face discussions

To communicate in writing, email or text

To Act & respond spontaneously

To plan ahead with advanced warning or agenda’s

To lead discussions

To listen then respond

To share feelings openly

To share feelings privately

Sensors Prefer…

Intuitives Prefer…

Concrete facts

Abstract ideas & possibilities

Detailed information

The big picture or overview

To focus on the now, enjoying things as they are

To focus on the future, seeking something better

Practical living, trusting experience

Creative living, trusting inspiration

Step by Step processes & Instructions

To rely on their intuition for what to do

Reality - feet on the ground

The Ideal - head in the clouds

To use things how they were intended

To change things to be better and new

Specific “how to” goals

General Purpose driven goals

Tried & tested solutions

To Invent their own solutions

Thinkers Prefer…

Feelers Prefer…

Analysing situations

Sympathising with people in situations

A logical objective approach

A personal subjective approach

To notice what’s not right

To find the positive

To be onlookers

To be fully involved

Making decisions based on principles

Making decisions based on personal values

Taking the long term view

To take an immediate view

Focusing on the difference in people’s arguments

To find agreement during discussions

Costs and benefits

To consider the impact on people

Competence is No1

Others experience is No1

Judgers Prefer…

Perceivers Prefer…

To define boundaries and establish closure

To leave things loosely defined and open

A structure to life

To take life as it comes

To organise people and things

To learn about or experience people and things

To take a firm approach

To take a flexible approach

To control self and others

To act spontaneously

To plan their work & work their plan

Flexible more casual work ethics

Making decisions & sticking to them

Postpones decisions, then rethinks them after they’re made

Meeting deadlines with spare time

Leaving things until the last minute

Clarity to ambiguity

Options that are less restrictive

To Sell To Extroverts…

Talk face to face, look them in the eye, use gestures, speak with feeling

Keep the conversation going, keep them engaged, lots of questions

Cover lots of subjects but stay general - no surprise deep dives

Ask for immediate answers & reactions & be prepared to give instant answers, thoughts and feelings on all related subjects

Allow them to think aloud so that they can develop ideas as they are talking and change their mind at will

To Sell To Introverts…

Don’t interrupt them when they’re thinking or talking. Let them respond in their own time, wait and show them you’re listening

Give them advanced warning if you want answers, thoughts, feelings, opinions or better still, something to read to prepare their responses

Stick to one subject at a time and be prepared to deep dive into each subject, one by one until they’re satisfied, then move on

Don’t ask for immediate action, allow them to think about things and come to their own conclusions - a little space to decide pays off!

Encourage them to share their thoughts and listen to them intently, don’t interpret silence as agreement. Just Be patient!

To Sell To Sensors…

Focus on concrete facts

Explain the steps involved in the correct sequence and order

Emphasise immediate and short term benefits

Identify relevant experience & other successful applications with proof

State the next practical step, detail who will do what, by when

To Sell To Intuitives…

Describe the big picture overview before the detail

Explain the meaning of information & data & insights it provides

Emphasise long term benefits over short term advantages

Discuss the most important steps in a process in order of importance instead of step by step chronologically

Be innovative in your style and enthusiastic in your delivery

Identify opportunities and challenges and sell ideas to achieve/solve

How To Sell To Thinkers…

Be logical in your arguments

Find out and satisfy the criteria they use to evaluate options

Maintain a businesslike approach

Focus on the underlying principles, problems and solutions

Be transparent with costs and show prove all tangible benefits

Don’t avoid debate or conflict, it’s how they validate their opinions

How To Sell To Feelers…

Focus on areas of agreement

Show them appreciation for all their thoughts, ideas & opinions

Recognise and validate their values and principles

Be friendly, expressive and open

Identify ‘who else’ is for the idea? Who is against? Seek harmony!

Demonstrate the positive impact on people (social proof is huge!)

Be constructive in all areas of debate, don’t criticise, offer win win solutions

Give them hope, make them feel power, make them feel right (not wrong!), make them feel seen, heard & empathically understood

Encourage their dreams, justify their failures, allay their fears, confirm their suspicions and help them throw rocks at their enemies

How To Sell To Judgers…

Have a clear goal for the meeting and an agreed agenda that you follow

Stick to agreed timescales

Be predictable, if you need to change things, give plenty of notice

Keep track of where you are, don’t meander through the meeting

Focus on  covering a subject, reaching agreement, then moving on to the next subject and don’t reopen what’s already been concluded

Agree when all next actions will be undertaken and by whom

Stick to your word and deliver all your promises

Don’t leave any doors open anywhere, close off all discussions with a yes or no decision

Show that you’ve planned for any and all surprises in follow through