Understanding MBTI Preferences to Improve

Communication

Communication is not what you say,it is what they hear.

How is your audience hearing your message?

Communication

1. Identify your own preferred style of communication

2. Tune in to the other person’s preferred style or current needs

3. Adjust your approach to match those needs

3 Steps to Improved Communication

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

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

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)

Some people prefer…

Extraversion Rapid speech Appears to “think out loud”, talk things out Interrupts Louder voice volume

Communication Behaviours

Introversion Pauses in answering or giving information Appears to be thinking things through Quieter voice volume Shorter sentences

Communication Behaviours

Ambiverts achieve 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.

Communication Behaviours

Sensing Asks for step-by-step information or

instruction Asks about the present situation Asks “what” and “how” questions Uses precise descriptions

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

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”

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

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

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”

Communication Behaviours