People do business with people they like. Period. If you can learn to read people's personality type, you can establish like and trust more quickly, move negotiations along more effectively, and close more deals more often! Delivered by Myers-Briggs-qualified test interpreter, Michelle Villalobos.

1. 1
social is the new
The 4 Basic
business
Personality Types
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
Tuesday, December 7, 2010

2. (“formal” style) (“informal” style)
(“dominant” style)
DIRECTORS PROMOTERS
rubies sapphires
(“passive” style)
ANALYZERS NURTURERS
emeralds pearls
Tuesday, December 7, 2010

3. Director
Tuesday, December 7, 2010

4. Director (fast, formal)
• Let them talk
• Talk quickly & firmly
social is the new
• Don’t get offended
business
• Ask them about the results
they’re seeking in attending
• See if you can deliver value to
them right away, on the spot
• Don’t monopolize them!
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
Tuesday, December 7, 2010

5. Promoter
Tuesday, December 7, 2010

6. Promoter (fast, informal)
• Let them talk
• Ask them to tell you stories
social is the new
• Laugh with them
business
• Ask them who they’d like to meet,
and make the introduction
• Be sure to “feed their ego” when
introducing them
• Get a group going!
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
Tuesday, December 7, 2010

7. Analyzer
Tuesday, December 7, 2010

8. Analyzer (calm, formal)
• Slow down your questions
social is the new
• Give lots of detailed info about your
business (not about yourself)
business
• Don’t express impatience or try to
hurry them while they’re thinking
• Ask them if they’d like you to
follow up with information
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
Tuesday, December 7, 2010

9. Nurturer
Tuesday, December 7, 2010

10. Nurturer (calm, informal)
• Ask “feeling” questions (i.e., about family)
social is the new
• Don’t pressure them
business
• Offer to be a resource for them
• Ask if they’d like to “get together” soon
over a leisurely cup of coffee or lunch
• Don’t leave them alone!
Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830
Tuesday, December 7, 2010

11. www.MichelleVillalobos.com
Copyright Michelle Villalobos, Mivista Consulting, Inc. 2009. All Rights Reserved.
To Reprint, Distribute or Repurpose, visit www.MivistaConsulting.com and click “Contact Us”.
Tuesday, December 7, 2010