If you know how they think, then you can adjust your conversation to meet their needs.
The quicker you meet their needs – the way they take in and prices information – the quicker you can help them come to a conclusion and the quicker you build rapport with them.
There is a way to know how others take in and process information. It’s called the Myers-Briggs Type Indicator (MBTI).
Understanding the MBTI and asking various questions, or simply listening to the person you’re talking with, you can come to a fairly well-educated hypothesis of how they think and process.
An example of how MBTI can help persuade
A friend of mine was offered a healing session using a practice called Reiki (Pronounced: Ray-KEY). Being skeptical, my friend declined. They thought it was a waste of time. They thought the practice was too esoteric and immaterial. It didn’t make sense…
how can waving your hand over someone’s body heal them?”
Months later, the same person who offered the session asked again. Once again, my friend was skeptical but decided to say
sure, why not, it can’t hurt.”
After a nearly 90-minute session, the practitioner explained what Reiki is using scientifically-backed information. They explained how the practice is thousands of years old and is now being practiced in some of the nations top hospitals. They went on, and on, and on with more detailed and data-driven information (just Goole it).
My friend and I spoke after the session. The first thing they uttered was
If she had only told me that information sooner, I would have felt a lot more comfortable when she asked the first time and would have said yes.”
If the Reiki practitioner simply stated one or two of the data points during her first offer, there would have been no doubt in my friend’s mind. My friend wouldn’t have looked at the practitioner with a side-eye.
This example is a bit of an amplified challenge. Reiki and similar practices have a stigma cloaking them but the point is still the same.
Provide the right information in the right order and you can quickly move someone down the path of decision and action.
You can provide the right information in the right order by listening and asking the right questions of the other person. Based on how they answer, or what they say, you can guess what MBTI Type the person you’re talking with may be. Knowing the MBTI of another and adjusting your presentation can be the difference between a yes or no (a sale or no sale, a disagreement with a friend/family member or a productive conversation).
If you want to learn what your MBTI Type is, contact me and we’ll arrange a phone conversation or have an email conversation to discuss your options.
Paul Boomer has been a certified MBTI Practitioner since 2013.