Myers-Briggs and You and Servitization in the Business World
Myers-Briggs and You and Servitization of the Business World
It seems to be the nature of human beings to classify ourselves and each other. The Myers-Briggs Type Indicator (MBTI) is a modern method of people watching and understanding.
C. G. Jung, Swiss psychologist, authored works on our natural predispositions and how they related to both our physical and mental health.
Independent of Jung, Katherine Briggs developed classifications of her own. She wrote a book called Psychological Types. This was the beginning of the Myers-Briggs Type Indicator. Katherine Briggs worked with her daughter Isabel Myers (married name) for twenty years on observing differences in people.
Over the years the MBTI has gained traction in the business world. Many organizations require that their executives take the MBTI. Some organizations require the MBTI test before they will hire an individual.
So what is MBTI exactly? It is a series of questions that the respondent will be asked to answer. Often the questions seem repetitive. The test should be taken in a quiet room with the respondent’s full attention.
The Myers-Briggs Type Indicator specifies that each person has four preferences that shape how you act and receive information. These preferences vary from person to person even within similar personality types.
Everyone has a basic understanding of extroversion and introversion.
An extrovert is outgoing and likes interaction with people. An extrovert receives energy from being with other people. There are variations from highly extroverted to low on the extroversion scale.
An introvert prefers more singular tasks and finds a huge group of people taxing. Again, you may be highly introverted or only slightly introverted.
Either extroversion or introversion will be dominant, though.
Here are the indicators measured by the Myers-Briggs.
~ Extroverted
~ Introverted
~Sensor
~Intuitives
~Thinkers
~Feelers
~Judgers
~Perceivers
~ Sixteen specific (and relative) personality types are the result of the above!
There are many books written on understanding each of the personality types. Most people find the description of their Myers-Briggs Personality Type uncanny.
The author worked for several companies who use the Myers-Briggs. One of the largest international commercial real estate developers in the world found that the personality type ENTJ made-up the vast majority of their management staffing. (The author is an ENTJ and was very successful as a commercial real estate manager for over thirty-years.)
First and foremost, the Myers-Briggs can help you decide which career and type of work is best for you. The book Do What You Are, Discover the Perfect Career for You Through the Secrets of Personality Type is available below. It is an excellent book. There are other similar books as well.
Secondly, as a student and practitioner of business, using MBTI will enable you to communicate better with people that are not like you!
People do not all receive information in the same way. How do you talk with someone very different from you? How do you inform, persuade, and sell to them?
The Myers-Briggs will provide you with tips on how to present truthful information to various types. What key words do they receive the best? What motivates them to act? How do you even grab the attention of some people? When do you STOP talking and ask for an action (sale in business terms)?
Myers-Briggs can help you with this.
Here is a real-life example:
For many years I was charged with leasing retail spaces in shopping centers.
Let’s use Myers-Briggs to convey information about a 1,600 square foot shopping center vacant space. The space has a 40’ foot front and is 40’ deep. The space costs $30.00 psf (per square foot.) That means you take 1,600 X $30 which is $48,000 a year rent. There are additional costs called CAM (common area maintenance.)
The space is in a well-lit, attractive mall with award-winning landscaping and warm natural tile floors. Sky lights provide natural light. Overall the property has a comforting ambience.
Let’s not forget that it is a very successful property on a major intersection where 90,000 cars drive by each 24-hour period.
Do you have the basics of what I am trying to sell?
Client #1
A lady dressed in a brightly colored dress uses wide expansive hand motions to excitedly tell me her store will be beautiful, bright, smell lovely, and sell ladies cosmetics and soaps. The shop needs to be where there are plenty of happy people who just cannot live without her product.
She is quite successful and has four stores already.
Client #2
A lady in a soft grey tailored pants suit. She tells me in an even tone that her store will be a great asset to the property and they have a wide customer base. She observes the exact location of the spot and wants to know what the frontage is. She says her store is very attractive but has to have a good traffic base and must be under $40,000 a year rent.
She is quite successful and has four stores already.
I am dealing with an extrovert who needs to be sold the feel good (sizzle) first. Then we will get down to business on numbers.
I am also dealing with a more introverted person who will need to hear the numbers first. This will open her up to appreciating the ambience of the property.
At no time do I lie about the property. I do, however, present the information in a palatable way for each type.
While the example may seem a bit facile, once you have a grasp of personality typing you will discern other indicators about each person that will take you beyond extroversion and introversion. I.e Judging? Sensing? Perceiving? Feeling? etc. You will know methods and the key-words to use when talking with to each sub-group. There is much more to this example than extrovert to introvert talking. Take the Myers-Briggs and learn the much more!
The economy has moved to a servitization economy. A business practitioner needs to know all that they can about themselves, their employees, and their customers. MBIT can help you be successful. It is true that knowledge is power!
The Anderson Career Development Services offers the MBTI to students for a fraction of the commercial cost and that is a deal!
What is your type?
