A workshop on how to identify your personality type, understand other types, and use the knowledge for greater success in business. Created by Michelle Villalobos, Personal Branding Strategist & Speaker.

2. 1. social is the new business
2. people do business
with people they like
3. be more likable,
get more business
1

3. what makes
someone likable?
1

4. part I - what is your type?
part II - understanding
type differences
part III - applications
1

5. 2

6. about preferences
3

7. which hand would you
like to cut off?
1

8. Clarity of Preference
Extraversion Introversion
Sensing iNtuition
Thinking Feeling
Judging Perceiving
E/I S/N T/F J/P 1

9. attitude
(interactivity)
Etraversion Introversion
energized by the outside energized by the inner
world of people and things world of thoughts and ideas
1

10. attitude
(interactivity)
Etraversion Introversion
feels pulled outward by feels pushed inward by
external claims & conditions external claims and intrusions
1

11. “If you don’t know what an
Extravert is thinking, you
haven’t been listening. If you
don’t know what an
Introvert is thinking, you
haven’t asked.”
Isabel Myers Briggs
1

12. talking in a group
When with a group of people, how much talking do?
hardly any
quite a lot,
at all
most
or
a little or
less than most almost all
I E
1

13. I vs. E
When it comes to expressing yourself do you…
hold back, think out
listening to others loud?
before speaking? use your hands
think before you and facial
speak? expressions a lot?
I E 1

14. I vs. E
What are you like when you meet a group
of new people?
I You stick with the people you've met before
You spend the time thinking about the conversation
E You aim to mingle with as many new people as possible
You just go out and have fun
Which set of words best describes you?
I Cautious, thoughtful and loyal
Inquisitive, independent and contained
E Lively, enthusiastic and energetic
Expressive, talkative and friendly 1

15. perception
(info gathering)
Sensing iNtuition
prefers to work with facts & prefers to work with abstract
concrete sensory input, sees possibilities & patterns, sees
the pieces that make the whole the patterns & relationships
2

16. perception
(info gathering)
Sensing iNtuition
lives in the present, detailed lives toward the future,
sensory memory of the past what could or might be
1

17. S vs. N
Which word describes you best?
S Realistic
Efficient
Imaginative
N Visionary
Which set of words best describes you?
S Practical, thorough and stable
Realistic, enthusiastic and spontaneous
N Inventive, imaginative and original
Creative, dynamic and adventurous 2

18. Look at
the
picture.
Write
down
what
you see.
2

19. S vs. N
Which statement best describes what you
wrote down?
Is it a list of what's in the picture?
S A story about what's happening in the picture?
Did you try to find the hidden meaning in this picture?
N Did you write down lots of ideas inspired by the picture?
2

20. questioning an S/N
Sensing probes Intuition probes
• how much? • tell me more.
• how many? • what else should I know?
• how often? • why do you say that?
• who? where? when? • for example...?
• what kind? • echoing their words
2

21. judgement
(decision making)
Thinking Feeling
decides with the head decides with the heart
1

22. judgement
(decision making)
Thinking Feeling
makes decisions based on makes decisions based on
objective analysis & logic personal values & convictions
1

23. “Thinking & Feeling are like
two TV channels.You can
tune into logical content
or what people care
about. If you only listen to
one channel, you’re missing a
lot of good information.”
Catherine Fitzgerald
1

24. T vs. F
An argument breaks out among friends, what do you do?
T Face the dispute head on
Try to find an answer to the problem
F Try to meet everyone's needs
Anything to avoid hurting people's feelings
You have to make a difficult decision, what is most
important?
T Arriving logically at the best choice
Being as fair as possible
F Doing the right thing according to your own beliefs and values
Getting the approval and agreement of others
1

25. T vs. F
Which set of words best describes you?
T
Analytical, logical and objective
Decisive, driven and energetic
F Caring, helpful and supportive
Complex, thoughtful and sensitive
A friend asks your opinion about someone she’s
dating that you dislike, what do you do?
T Be up front and honest about what you think
Try to be tactful - but still be truthful about what you think
F Try not to hurt their feelings, changing the subject if necessary
Avoid hurting their feelings, telling a "white lie" if necessary
1

26. orientation to outer world
(structure)
Judging Perceiving
prefers the JUDGING prefers the PERCEIVING
function (thinking or feeling) function (sensing or intuition)
2

27. orientation to outer world
(structure)
Judging Perceiving
prefers a planned, orderly way prefers a flexible, spontaneous,
of life with structure & schedules way of life, without schedules
2

28. J vs. P
I need to get
I can play
all my work
anytime I
done before
want
I can play
J P
1

29. J vs. P
I plan every Look at some
detail in advance options in
or I plan a advance, but really
rough decide when I’m
itinerary in there, or I rarely
advance, leaving plan, just book and
some time free go with the flow
J P 1

30. “assembly required”
Before starting, I
check that all I open up the
parts are there box and get
& that I have the started, I’ll refer to
tools I’ll need, and I the instructions if
read the I get stuck
instructions all
the way through
J P 1

31. J vs. P
Which description fits you best?
J You are a perfectionist and can't leave anything unfinished
You need time, over-prepare and hate pressure
P You're scattered, forgetful and disorganized
You put things off till the last minute and are often late
1

32. Clarity of Preference
Extraversion Introversion
Sensing iNtuition
Thinking Feeling
Judging Perceiving
E/I S/N T/F J/P 5

33. best-fit type
• sometimes difficult to determine
• having trouble? read descriptions
• no one can tell you your type!
• environment/upbringing
• use all functions
• prefer certain functions
• neutrality of types
2

34. put them altogether...
what do you get?

35. the 16 types
1

36. the 16 types
1

37. 1

38. 2

39. understanding
type differences
activities!

40. need volunteers
1 look at your 2 middle letters:
3 STs, 3 SFs, 3 NTs, 3 NFs
+ 4 Is
2 look at your 1st and 3rd letters:
2 IFs, 2 ITs, 2 EFs, 2 ETs
+ 4 Is
2

41. while they’re gone...

42. describe...
while they’re gone...
4

43. observations?
S types N types
4

44. discuss
Sensing iNtuition
concrete? patterns?
sensory? associations?
snapshots of impressions?
memory? memory as
associations? 2

45. business implications?
2

46. appreciation
ST NF SF NT
1. what similarities do you see?
2. what differences do you see?
3. how could this apply in business?
8

47. conflict
IF IT EF ET
1. what similarities do you see?
2. what differences do you see?
3. how could this apply in business?
8

48. group type table
ISTJ ISFJ INFJ INTJ
ISTP ISFP INFP INTP
ESTP ESFP ENFP ENTP
ESTP ESFP ENFP ENTP

49. the 16 types
1

50. 2

51. applications

52. applications
• sales
• management
• teamwork
• friendships
• marriage
• parenting (yes, kids have types!)
2

53. sales
“just the “personalized
facts” service”
ST SF
NT NF
“logical “their vision”
options”
2

54. sales
client
J P
may compete, may seem
“pushy,” decide
J fight, or close
too quickly for client, fail to
listen
you
may not close
may fail to close
when client’s
P ready, add info
lose focus
get sidetracked
that “undecides”
2

55. sales
• I - may need time to process alone
• E - may want to “talk it out” -
• S - gather facts, details, historical data
• N - focus on options, possibilities
• T - step-by-step analysis
• F - value relationships & effect on others
• J - desire to “wrap it up” (quickly)
• P - desire to continue exploring
2

56. team roles
• coach: FE (ESFJ, ENFJ)
• campaigner: FI (ISFP, INFP) better to
capitalize on
• explorer: NE (ENFP, ENTP) strengths
• innovator: NI (INFJ, INTJ) than force
people to
• sculptor: SE (ESTP, ESFP) overcome
• curator: SI (ISTJ, ISFJ) their
weaknesses!
• conductor: TE (ESTJ, ENTJ)
• scientist: TI (ISTP, INTP) 2

57. to watch out for
• autonomy (work alone? on team?)
• reaction to authority
• project types (creative? execution?)
• team roles
• conflict (F vs. T)
• deadlines & deliverables (J vs. P)
• approach to change (IS vs. EN)
• recognition/appreciation (NFs vs STs)
2

58. 2

59. recap
1. know your type! understand
strengths & weaknesses
2. understand other types &
possible areas of conflict
3. apply to relationships, business & life
2

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Copyright Michelle Villalobos, Mivista Consulting, Inc. 2009. All Rights Reserved.
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