Personality Preferences & Personality Preferences & Personality Preferences & Personality Preferences & NetworkingNetworkingNetworkingNetworking
Agendao Successful Networking Skills
o Introduction to Personality Preference & Myers Briggs Type Indicator (MBTI)
o Four Dimensions of Personality
o How your preference impacts Networking
o Q&A
©Inside Edge 2014
About Inside Edge
o We are experts in humanbehaviour and how to direct itto improve performance
o We provide Training &Development solutions,Leadership Training, ExecutiveCoaching, MBTI andPerformance Consulting
o Web: www.insideedge.ie©Inside Edge 2014
• ‘High touch’ capability
(Daniel Pink)
• Giver’s Gain
• Building Quick Rapport
• High quality Listening
• Remembering Names
• Developing authentic relationships
Successful
Networking
Skills
©Inside Edge 2014
Why is understanding personality preferences useful?
o We understand and interact with the world around us through the lens of our preferences
o We connect more naturally with people of similar preferences
o Understanding preferences helps us consciously ‘flex’
o We can take advantage of more opportunities
©Inside Edge 2014
Myers Briggs Type Indicator (MBTI)
o World’s leading questionnaire for
measuring personality type
o Looks at personality based fouraspects of personality
o 16 different personality type profiles each represented by a combination of 4 letters e.g. ENTJ or ISFJ
©Inside Edge 2014
1: Extraversion - Introversion
Ext
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Intr
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rt©Inside Edge 2014
2: Sensing – INtuition
Se
nsi
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Intu
itio
n©Inside Edge 2014
3: Thinking – Feeling
Th
inkin
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Fe
elin
g©Inside Edge 2014
4: Judging – Perceiving
Jud
gin
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Pe
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g©Inside Edge 2014
©Inside Edge 2014
Extraversion – Introversion: Networking
E• Networking will give them energy
• May prefer to mix with everybody
• Can be guilty of ‘eye-darting’
• May talk more than listen
I• Networking takes a good deal of energy
• Can be guilty of ‘ankle hugging’
• May prefer to mix with known contacts
• May listen more than they speak
©Inside Edge 2014
Sensing – iNtuition: Networking
S• Pitch: specific details & facts in a structured way
• Remembering names and information about contacts
• Look for contacts relative to what is happening today (here &
now)
N• Pitch: the ‘story’ & how products / services benefit people (big
picture)
• May remember details they find interesting about contacts
• Open to the potential future value of contacts and
relationships©Inside Edge 2014
Thinking – Feeling: Networking
T• Practical in the support they offer
• Contacts valuable if they can provide leads, referrals and business
• May appear as a ‘card shuffler’
• Refer if they have objective evidence that you are competent
F• Appear more empathetic and supportive of the person
• Networking provides relationships - relationships = high value
• Will refer if they like and trust you
• Loyal of supportive of businesses – Relationship selling works with
F©Inside Edge 2014
Judging – Perceiving: Networking
J• Like structured networking events
• 1:1 meetings (BNI) – likes to schedule and keep the schedule
• Like to follow up and close out on leads
P• May plan to attend lots of networking events but their
schedule can change
• May risk overstretching themselves
• Not bothered if leads / referrals are left open ended
©Inside Edge 2014
