It always bothered me that some people talk too much but don't have very good information. Others that are very knowledgable just sit there quiet. Some are too detail that nothing gets done, some too vague. Some very decisive, others never decide. To get all these different people to work better together (as well as me working with them), I studied personality types and prepared this presentation for vehicle sales seminars I was giving around the world, as I learned the departments in the dealerships didn't work well together right when I was promoting that sales people should be getting referrals from other departments. I gave seminars on it in the dealerships and not only did it help teambuilding, it helped me work better with different types of people. I hope it will help you as well.

1. 1
Here is a strategy that
should help when trying
to make major changes.
To do international business
successfully, one has to
work with a wide range of
different people.

2. 2
What is your preference?
Here are words which reflect these preferences:
External
Outside thrust
Talks out
Thinks of many things
Involved with people, things
Interaction
Action
Do-think-do
Introversion (I)
Are you a person who draws
energy from the internal world of
ideas, emotions or impressions
most of the time?
Internal
Inside thrust
Hold back on comments
Thinks deeply of few things
Involved with own thought
Work alone
Reserve
Think-Do-Think
What energizes you?
Extraversion (E)
Are you a person who draws
energy from the outside world of
people, things, activities or
interaction most of the time?

3. 3
Where do you put your attention?
Sensing (S)
Do you prefer to take in
information through the five
senses and notice what is actual
most of the time?
iNtuition (N)
Do you prefer to take in
information through a "sixth
sense" and notice what might be
most of the time?
The five senses
What is real
Practical
Present orientation
Facts
Using established skills
Utility
Step-by-step
Sixth sense, hunches
What could be
Theoretical
Future possibilities
Insight
Earning new skills
Novelty
Leap around
What is your preference?
Here are words which reflect these preferences:

4. 4
Heart
Value system
Subjective
Mercy
Compliment
Harmony
Empathy
Compassionate
Head
Logical system
Objective
Justice
Critique
Principles
Reason
Firm but fair
Thinking (T)
Do you prefer organizing and
structuring information and
deciding in a logical, objective
way most of the time?
Feeling (F)
Do you prefer organizing and
structuring information to decide
in a personal, value-oriented way
most of the time?
What do you value when
deciding or judging?
What is your preference?
Here are words which reflect these preferences:

5. 5
Judging (J)
Do you prefer living a planned
and organized life and are strong
on decision making most of the
time?
Perceiving (P)
Do you prefer for living a
spontaneous and flexible life and
are strong on information
gathering most of the time?
Spontaneous
Flow along
Adapt to situation
Tentative
Let life happen
Gather information
Open
Flexible
Plan oriented
Regulate
Control situation
Settled
Run one’s life
Set goals
Decisive
Organized
What do you show outwardly?
What is your preference?
Here are words which reflect these preferences:

6. 6You can test yourself here: http://www.keirsey.com or MBTI
What are your preference letters?
ISTJ ISFJ INFJ INTJ
ISTP ISFP INFP INTP
ESTP ESFP ENFP ENTP
ESTJ ESFJ ENFJ ENTJ

7. 7
In some cases, the non-preference will be used. Sometime
a person is very outspoken (E), sometime reserve (I).
Rarely is a person 100% of one preference.

8. 8
In sometimes he address current issues (S),
sometimes he explores possibilities (N).
Rarely is a person 100% of one preference.

9. 9
In some cases, he makes very rational decisions (T),
other times he is most concerned for other people (F).
Rarely is a person 100% of one preference.

10. 10
In some cases, he makes quick decisions (J), other
times he takes his time gathering information (P).
Rarely is a person 100% of one preference.

11. 11
From that observation, estimate his letters based on his behavior
and comments. Then, study his type and prepare your strategy.
If you want to influence a particular person, observe
his behavior and comments over a period of time.

12. 12
Ways to Introduce Change

13. 13
Ways to Introduce Change

14. 14
Decision making for each type and what they consider
Here is the order people use when solving a problem or making a decision.
When solving a problem, each type has an order of questioning to solve the problem.
The first set of questions asked are determined by the person's Dominant Function.
The second set of questions are determined by the person's Auxiliary Function. The
third set of questions are the Tertiary Function, and the Least Preferred Function
addresses questions the person feels are least important and considers last, if at all.
Each type follows a set order of questioning. Notice the questioning process below:
Least preferred
Tertiary
Order of
Solving Problems
Dominant
Auxiliary

15. 15
Decision making for each type and what they consider
Sensing Dominant (S)
Things have to make sense to him. He wants stability.
1. Present to him related facts
2. Use their past experience
3. Notice what needs attention now
4. Have the right things in the right place at the right time
with all essential information close on hand

16. 16
iNtuitive (N) Dominant
He is motivated if it appeals to the imagination.
He wants change and improvement.
1. Recognize new approaches and possibilities
2. Develop interesting insights
3. Predict future outcomes
4. Design plans for future contingencies
5. Supply enthusiasm, excitement and a spirit of optimism
Decision making for each type and what they consider

17. 17
Thinking (T) Dominant
It has to be logical to him. He wants what he does to be effective.
1. Analyze all strengths and weaknesses
2. Point out all weaknesses or concerns in advance
3. Stay with the goal and be consistent, moving from
past to present to future.
4. Keep a steady course in the face of opposition
5. Be objective, straight-forward, brief and concise
Decision making for each type and what they consider

18. 18
Feeling (F) Dominant
She is motivated if it favorably effects the people she cares
about. She expects integrity from herself and others.
1. Ask about people’s concerns and empathize with them.
2. Anticipate the needs of others and how they feel.
3. Make exceptions due to external circumstances.
4. Monitor and hold the organization and team to its values.
5. Appreciate, encourage and support each person.
Decision making for each type and what they consider

19. 19
ESTJ – Extraverted Thinking with Sensing
ESTJs are logical, analytical, decisive and tough-minded. Are able to
organize facts and operations well in advance.

20. 20
ISTP - Introverted Thinking with Sensing
ISTPs are adept at managing situations, aware of facts, expedient, realistic
and not likely to be convinced by anything but reasoning.

21. 21
ESTP - Extraverted Sensing with Thinking
ESTPs are action-oriented, pragmatic, resourceful and realistic individuals
with prefer to take the most efficient route.

22. 22
ISFJ - Introverted Sensing with Feeling
ISFJs are sympathetic, loyal, considerate, kind and will go to any amount of
trouble to help those in need of support.

23. 23
ISFP - Introverted Feeling with Sensing
ISFPs are gentle, considerate, compassionate toward those less fortunate
and have an open-minded, flexible approach.

24. 24
ESFP – Extraverted Sensing with Feeling
ESFPs are friendly, outgoing, fun-loving, likeable and naturally drawn
toward people.

25. 25
ESFJ – Extraverted Feeling with Sensing
ESFJs are helpful, tactful, compassionate, orderly and place a high value on
harmonious human interaction.

26. 26
INFJ - Introverted iNtuition with Feeling
INFJs trust their own vision, quietly exert influence, have deeply felt
compassion, are insightful and seek harmony.

27. 27
INFP - Introverted Feeling with iNtuition
INFPs are open-minded, idealistic, insightful, and flexible individuals who
want their work to contribute to something that matters.

28. 28
ENFP – Extraverted iNtuition with Feeling
ENFPs are enthusiastic, insightful, innovative, versatile and tireless in
pursuit of new possibilities.

29. 29
ENFJ – Extraverted Feeling with iNtuition
ENFJs are interpersonally adept, understanding, tolerant, appreciative and
facilitators of good communication.

30. 30
INTJ - Introverted iNtuition with Thinking
INTJs are independent, individualistic, single-minded and determined individuals
who trust their vision of possibilities regardless of universal skepticism.

31. 31
INTP - Introverted Thinking with iNtuition
INTPs are rational, curious, theoretical, abstract and prefer to organize
ideas rather than deal with situations or people.

32. 32
ENTJ – Extraverted Thinking with iNtuition
ENTJs are logical, organized, structured, objective and decisive about what
they view as conceptually valid.

33. 33
Thank You
Hopefully you better understand
different people and have a strategy
to encourage decision
and change.