51 - The Essence of Typing People

Customer Secrets

How most people type others is slow and prone to errors. They use only behavior as their tool to decide the Myers-Briggs personality type of other people. Why? Because behavior is what personality is about.

But if you go deeper, and ask what is behavior, you can get to the core of where personality comes from, and that leads to other methods of typing people.

Behavior is demonstrated by consistent actions. If you do the same thing over and over, that is what behavior is all about. But where do "actions" arise from? They come about because of the decisions we make. So in essence personality is linked to our decisions, and if we can understand decisions we can type more easily.

Most people then ask the question, how do people make decisions? The attempt to that question leads to the study of how the brain works - how it's wired. In the personality world, this leads to the topic of "cognitive functions." There are 8 cognitive functions, and the order in which people rely on them to make decisions is called their cognitive stack. But does knowing how people make decisions lead us to any new methods of typing others?

Instead of asking how people make decisions, what if you asked "why did a person make that particular decision?" This question has an answer. It is because they selected the option which had the most value to them. This opens up the door to studying values.

If you study values, and classify them by the personality temperament of the person making the choices, you will find that people with similar personalities have similar values. This opens up a new way of typing others. You can look at their values, and simply look up in a table which personality temperament would most likely have those values.

This presents a quick way of typing people, because values are easy to view.

And once you know their values, you actually have the motivation of people. You have the "why are they buying?"

So instead of looking at behavior, or going down the dead end road of cognitive functions, if you want a fast and accurate way of typing someone, use "values."

If you would like to learn more about how to type someone, and to also use the tools of personality to be more persuasive and effective in your relationships, I suggest my course: ⁠⁠⁠"Easy Selling Using Personality Type."⁠⁠⁠ You can also get my book ⁠⁠⁠"Selling By Personality Type."⁠⁠⁠Additionally, you can also stay current on the latest developments in sales and personality by subscribing to this podcast and also visiting our website: ⁠⁠⁠CustomerSecrets.⁠⁠