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Myers Briggs Type and Selling and Sales

The Myers-Briggs Type Indicator (MBTI) is a powerful tool when selling. It is often said that ‘selling is all about people’ and ‘people buy from people’. The Myers-Briggs Type Indicator provides a framework for considering people – both sellers and buyers, in the sales process.  In particular the Myers-Briggs Type Indicator  enables the sales person to:

1) better hear, clarify and understand client needs

2) better tailor the product/service to those needs

3) better present the benefits

4) create a relationship that endures over time.

There are numerous process descriptions of the selling process and when working with the Myers-Briggs Type Indicator we use a 4 step approach:

 1. Initiating the relationship

2. Investigating needs

3. Suggesting a course of action

4. Obtaining agreement and closing

At each stage of the process different Types will have different preferences and by adapting and connecting to these preferences a salesperson will have a greater chance of success.

Iridium provides bespoke sales training programmes based around the Myers-Briggs Type Indicator contact Colin Graves (an ex Sales Director and  Myers-Briggs Licenced Practitioner) now on 07881 636538 or via the contact page.


Introduction to Myers-Briggs      Type and Teams      Type and Change      Type and Leadership