Many and most individuals in business and in life struggle with the goal of better engagement. From a business perspective many are what we call “Product Centric”, essentially focused on their product superiority while not focusing on the “Customer Centric” aspect. Sacrificing this key point means not getting to know your Clients needs and wants from a Psychologically Perspective.

What do we do and how do we apply these principles towards understanding our Client or Prospect’s Psychological wants and needs?

Learning how to “Pivot”:

By learning how to “Pivot” your personality to the Opposite Personality “Type”, you can better engage with your Spouse or Client. The long term benefits of optimal communications can be enormous.

Example: Psychologically Profiling the Prospect in the first 10 seconds. Follow the foot print of their Psychological “Type”. “Pivot” to their opposite “Type”. They will then subconsciously begin to gravitate to you.

Opposite Personality Types Attract and Compliment vs Compete with one another:

Opposite Personalities Compliment one another while Similar Personalities Compete with one another. In effective Team Building and Personal Interactions, Complimentary Personality Types are essential in effectively working together and accomplishing directed goals.

You will experience better unity with your Client and your Spouse:

When your Client or Spouse gravitates to you, you’re on your way. The ultimate goal is to have them say, “You really understand what I’m talking about”.

Utilizing the Myers-Briggs (MBTI) Personality Type Indicator:

The Myers-Briggs (MBTI) Personality Type Indicator is an exceptionally effective tool to understand Personality “Types” and how to effectively engage with them. This approach eliminates the detrimental effects of “Rejection”. Rejection is tough.

“Getting into their Heads”:

Years ago we referred to this when trying to predict an individual’s thoughts and behaviors. When you can predict your Client’s (Business) or your Spouse’s (Personal) behavior you can more effectively engage and help assist them.

Proven awareness and results lead to optimal efficiency:

In Business life you will produce or sell more. In Personal life you will engage and communicate better. In essence your life becomes more stable, more productive and more beneficial. Your overall personal interactions get better! Effective Personal Interactions are everyone’s goal in Business and in Life.

How can we improve our Business and Personal engagements specific to a demographic area like Lynchburg, Virginia?

If your goal is business or personal engagement, awareness of demographics play a very important role in transactional behavior. The Lynchburg market by example is a very conservative and stable demographic. Being focused on your contacts Psychological Awareness-Behavioral Predictability is critical to effectively engage them and not risk alienation.

Example: If you understand the individual’s “Type” that you are attempting to engage with and you know how to not come off as too aggressive, you will likely better engage and succeed with your ultimate goals.

I have been a Large Industrial Machinery Salesperson and Sales Manager for many years and realized that a strong Psychological Awareness approach to my clients was exceptionally beneficial. I have been married for 43 years, so I am also a testimonial to the personal benefits as well. Psychological Awareness and Behavioral Predictability are very powerful tools.

I wanted to share this subject/technique with my fellow Lynchburg Business Alliance Members. This is an exceptional group of diverse professionals who have the same goals in mind, growth and long term success. Utilizing the tools outlined will be of significant benefit. The benefits are in your Personal Life, Business Life and effective Team Building.