Understanding MBTI Preferences to Improve Communication

1. Understanding MBTI Preferences to Improve Communication

2. Communication • Communication is not what you say,it is what they hear. • How is your audience hearing your message?

3. 3 Steps to Improved Communication • Identify your own preferred style of communication • Tune in to the other person’s preferred style or current needs • Adjust your approach to match those needs

4. Some people prefer… • Calm, reasonable communications (Introverts) • listen to and carefully process the ideas and feelings of colleagues and teams • Processing is internal, think about it • Enthusiasm (Extraverts) • Collaboration, give-and-take • Processing is external, talk it out

5. Some people prefer… • Practical Information - Facts and step-by-step procedures (Sensing) • The big picture is uselessly vague without the details and how to get there. • An overview of the information prior to the facts (iNtuitives) • The details and procedures are useless factoids without the context and why are we going there

6. Some people prefer… • To hear personal stories (Feeling) • To be convinced by logic (Thinking) • Conclusions and a focus of “how to” (Judging) • To explore options and consider possibilities (Perceiving)

7. Communication Behaviours Extraversion • Rapid speech • Appears to “think out loud”, talk things out • Interrupts • Louder voice volume

8. Communication Behaviours Introversion • Pauses in answering or giving information • Appears to be thinking things through • Quieter voice volume • Shorter sentences

9. Communication Behaviours • Ambivertsachieve greater sales productivity than extraverts or introverts do. • flexible pattern of talking and listening • express sufficient assertiveness and enthusiasm to persuade and close a sale • inclined to listen to customers' interests • less vulnerable to appearing too excited or overconfident.

10. Communication Behaviours Sensing • Asks for step-by-step information or instruction • Asks about the present situation • Asks “what” and “how” questions • Uses precise descriptions

11. Communication Behaviours Intuition • Asks for the purpose of an action • Asks for current and long-range implications • Asks “why” questions • Talks in general terms and possibilities

12. Communication Behaviours Thinking • appears to be “testing you” or your knowledge • Weighs the “objective” evidence • Not impressed by what others decide • Conversations follow a pattern of checking logic, “if this, then that”

13. Communication Behaviours Feeling • Strives for harmony in the interaction • May talk about “values” • Asks how others have acted or resolved the situation • Matters to them whether others have been taken into account

14. Communication Behaviours Perceiving • Seems to want “space” to make own decisions • The tone is “let’s explore, what are some more factors to consider?” • May decide at the “last moment” • Enjoys processing

15. Communication Behaviours Judging • Impatient with overly long descriptions, procedures • The tone is “hurry up, I want to make a decision” • May make decisions prematurely • Enjoys being “done”