Your Iconic Image : Why Knowing Your Personality Type Helps You

My name is Anshar Seraphim and I teach High-Stakes Negotiation, Persuasive Psychology, Neuromarketing, Interpersonal Dynamics, and Communication. My past clients include celebrities from the entertainment industry in Nevada and abroad, C-Suites, corporations, and individuals who are looking to hone their negotiation skills and learn how the power of psychology, neuroscience, and interpersonal dynamics can help change the face of the way they do business.

Anshar Seraphim can teach you not only how to close the sale, but to build trust, rapport, and make one-time customers into lifetime clients. He has trained sales associates and managers in bridal and engagement ring sales for Kay Jewelers and Jared the Galleria of Jewelry and has two decades of experience in sales and communication.

After helping to break records for fundraising for St. Jude Children's Research Hospital for Signet, the company that owns Kay Jewelers, he was invited by his district manager to do sales and negotiation training for all the stores in his immediate region, resulting in the training of hundreds of jewelry store associates and managers in the Pacific Northwest. 

Interestingly, he has also worked in the legal brothel industry, training sex workers on how to apply psychological principles to their negotiations for full-service sex work. His negotiation and communication training was responsible for increasing the gross sales of the top booking legal sex workers in the United States by over 300%, a success so significant he was invited to organize and implement training for multiple brothel properties in Nevada.

Anshar didn't get his start in sales like most people do. When joining the US Navy, enlisting for their Cryptography program, he found out that he had undiagnosed autism that should have disqualified him for service after already becoming a sailor. With a heavy heart, he left his military career to learn more about his Autism diagnosis and how to overcome and cope with the challenges presented by it.

He went into information technology and worked at his local college, developing his communication skills and working one on one with college students and faculty in their disability services program. He tutored every subject, from calculus to electrical engineering to astronomy to organic chemistry, and used his systems knowledge to not only help those in academia but also work on his own personal development in his weakest area, dealing with people. 

Anshar now does customized negotiation training as a consultant, speaks on emotional dynamics, and advocates for the benefits that neurodiverse hiring can bring to the world of business.

https://www.facebook.com/anshar.seraphim

[email protected]

www.marlanasemenza.com

Audio : Ariza Music Productions

Transcription : Vision In Word

Marlana

Anshar Seraphim teaches high stakes negotiation, persuasive psychology, neuro marketing, interpersonal dynamics, and communication. He can teach you not only how to close a sale, but to build trust rapport and make one-time customers into lifetime clients. So, if you're looking to hone your negotiation skills and learn how the power of psychology, neuroscience and interpersonal dynamics can help change the pace of the way you do business, this is the man you need. Welcome Anshar. 

Anshar 

Hi, how are you? 

Marlana

I'm doing well. So, tell me, why is it so helpful to know our personality type?

Anshar

Well, you have a timeline. Basically, it's kind of like a spectrum. Some people argue that sexuality is on a spectrum, or the introversion and extraversion are on a spectrum, there are actually a few different elements of personality spectrum. And these are identified by Carl a long time ago. And it's not just introversion and extraversion. But it's also by intuition and sensing. So, do you process things, you know, with internal systems in your brain? Or are you focused on observing your environment? And then you’re thinking and feeling which, I think most people have a grasp of how those can kind of go on the spectrum? And then the last receiving a judge? Which means do you take different things and compare them to one another? Or are you interested in looking at things in their own context. 

These are biases that in psychology, make the argument that almost up to 75% of personality can be genetic. So, what you're really doing is you're trying to identify the nature and nurture of your own psychology, the way that you evaluate things, you know, you may function better with metaphors, you may function better with narratives, you may function better with emotional or social proof. We're all convinced by different things. And one of the fundamental problems, because we have a kind of a default in our society of trying to treat other people the way that you want to be treated. And that's a great ethos. But it really only works when we're dealing with an absolute stranger. And we're just trying to make sure that we're considered of them will be treated the best way possible. So, we try to project our own value system on them. But when you start to get into psychology, you'll start to understand that that's not the reality.

The reality is that we all learn a different way, we all express ourselves a different way, we all use different processes in our judge in a different way. So, understanding your own cognitive biases from your personality, how you best communicate, can help you identified the kinds of people that you're going to have difficulty reaching with your default communication style. For example, your personality types are really good at conveying things to metaphor, but you come across another person who doesn't use metaphor at all, like you'll actually throw them off. 

One of the things we'll move into, like training sales, because I've been doing sales for about two decades now is, you know, when someone gets first started in sales, the first-year mark of getting successful of sales is learning should be learning toolbox phrases, learning about your product or service, being able to answer the most common questions, we usually do that in your own voice. But when you move past that, and you already know what to say, then you can focus on how to say it. And that's where things get interesting, because when you start to understand the emotional and cognitive motivations, that go kind of behavior, what actually drives people to action, what creates a response to the amygdala, what creates memory resonance, what creates dopamine pathways, you start to understand that you can't use the same strategy with everyone the same technique that you can use to close one person will actually walk another. 

So, when you start to move on to more advanced sets, more advanced negotiation, or advanced psychology, you start to identify how not only your own biases affect the conversation, but you'll also start to recognize patterns. You know, personality science and dynamics can get fairly complicated. But one of the interesting things about running a business or doing marketing or branding or going through a sales process, is you're not concerning yourself with all of psychology. What you're really trying to do is look at the packet stand to see your product, your service and what is the way that most people are going to react to that. And that's the only part of psychology that you need to worry about at first, which is How are people going to see your brand? Your message, your percentage? What are the most common reactions to that? What do those different manifestations of reaction look like? And then what information can you get from that. 

When we work in sales, even if it's like a storefront or fueling emails are talking to clients, you'll start to hear a lot of the same kinds of responses to the information that we have to offer. And then you'll understand that different types of people with different perspectives and different needs are going to respond to your product or service in that particular way. And then you can start to mentally plan ahead and know what to do when that reaction happens. And I think all of that starts with your own personal inventory of understanding your own personality, because that's going to be conveyed in your image in your craft as well.

Marlana

Okay, I know my personality type. So, how do I lean into that, to grow my personal brand?

Anshar

Just to take a step back, for stretching your viewers, we were just talking about this, those particular dynamics, that those are the soft, dark types. And so that was developed in much the same way, you know, you go back, decommission either 1850s in Denmark, or something like that, you had people who were statisticians, and census takers, who were interested in things about bodies. And so, they learn to apply the Body Mass Effects, and you can ask the doctor getting started to look closer at that, it's not necessarily a good indicator of health, it just kind of gives you an idea. Well, personality science is the same. You know, when Carl Jung first talked about it, he identified 16 different personality types. Introversion, extroversion, intuitive, all that, then he also made the earmark of saying we have an unconscious personality type, then we have a conscious personality type. And what that means is that you have the ability, depending on the situation that you're at, to create your marks and changes to your personality. And a lot of us do it without thinking about it. 

You know, if you're an introvert person, you take a public speaking class, or maybe you're not super fantastically sales or, numbers and concrete ideas and signals to the seller association class, you're in the process of creating a new personality that you're going to use in that specific situation. And you'll see it in the affectations of person, you have a few if a person goes up for public speaking, let's say they're an introvert, you're going to see them use completely different gesticulations, different facial expressions, different idioms. And so, you have control over your own personality, and the best way to showcase that, and you'll be able to identify your strengths and weaknesses in that way. And so, part of building your own plan is building the personality of that brand. 

I think that when we go through the process of doing that, a lot of us make the mistake of selling ourselves, we think that that's the objective, you know, that we want to find all the meat and wonderful things about ourselves, transmit that to someone else. But there's a critical error. And that's that first person always have to think about is who we're talking to, we have to create an avatar of the different kinds of people who are going to be interested or information, what their common pain points, trends, objections, hopes, fears, desires are, and then we have to be able to tarp those things to be able to reach those people. And when we take our personal inventory, that's when we identify your strengths, because we want to be able to talk to those specific people to be able to impress upon them, the importance of your good or service. And that's where we're being selected as important. 

I think a good metaphor is like metaphors is Stephanie Meyer, that when she wrote Twilight, she really thought about her target audience. You know, she was writing a vampire romance novel for teenage girls. So, she had to think to herself, okay, so I have to use language that successful teenagers, I need to use imagery and successful the teenagers. But she also did something really smart. When she started talking about Bella character. She was very, very devoid of specific details, even though she was speaking with the first person. And that's so that everyone was looking at that story and reading it, have you been putting themselves into that role? And that's one of the reasons that the book was so successful. So, I think it's about getting into your prospects hat and understanding what it is that's important to them. Then identifying that because sometimes you'll serve vastly different groups of people. but never want to work. 

When I work with entrepreneurs or C suites, they have to be able to not only communicate with clients from very diverse people, everything from highly educated people that they can go into great detail with to people that they have to get incremental bias. And you have to identify, you know, what camp do the people that you are most trying to reach? What camp do they fall, and then you have to create a communication strategy based off of anytime that you create a communication strategy you have to think about in our assets, weaknesses. And I think that starts with personal stories. So, talking about the union archetype, we use the Myers Briggs for that. Myers Briggs weren't psychologists themselves, they examined research and tried to come up with an easy, systematic way to map that. And it's not a pigeonhole, once you identify what your strengths and weaknesses are, you can capitalize on those to create a public persona, to be able to work on your weaknesses, to be able to better reach your target audience. And I think that's a key part of developing your own brand, because it's what starts the narrative of the sale and negotiation, or the conversation about leadership.

Marlana

So, I did take the test, and I came up as an INFJ. I guess that I can be different things in different situations. Does that INFJ stay at the core all the time, or?

Anshar

Sure, I'll discuss that. You know, what's interesting about INFJ is it's actually the rarest personality type. It's kind of like being Sherlock Holmes, but with emotions and feelings. And what's interesting is your average INFJ is so natural process of empathy that they don't even realize that they're doing. And was the reason you have to be aware of it is that if you get an T type, it's someone's very concrete in logic, itself, I'm an INTJ. It's more difficult for me to connect motional states and a person who doesn't know you very well, when you start to turn that empathy a lot, they can feel screwed by that. And so, you have to be able to watch, know your reaction. But once you have that baseline, you know, you know that you're a highly intuitive, Empath, essentially, then you start to learn some things about yourself.

For example, as an INFJ, if you're really careful about things that are current in your environment, you know, infJs people love to look at themselves in the mirror and talk themselves into something where have a motivational poster on the wall. You know, they can't listen to the wrong song on the radio, because it'll put it back in the day. You have to take a little bit more careless imperative. And I think the stark difference between an INTJ and INFJ because we are too introverted types of blog content. But the fact that you haven't focused on emotions that focus on the concrete means that there are specific situations where we're going to have a communication disconnect. I think that's exciting. 

The only way that we're relevant is what we find MFI the gaps that we have the situations that we don't accelerate it. And we want to put ourselves in situations as much as we can live with those favorable circumstances that we can't. I think we've all had that experience in sales, where you have a light, it's almost like a light comes down. Everything is easy, we just sell our product or service that every item, everything possibly get. And when you're done, you're celebrating, but at the same time, you're asking yourself, why can't all sales be like that? And 20 years of experience for me is to find the answer to that question. And the answer is that when people are more IQ, they give you imaginary credit, when you sit down and you have a simple back world or a similar experience, we start to get closer to one another in our peer groups, it affects us sociologically. And if you can understand as an INFJ, how to focus on different parts of your personality so that you can relate to people, especially the people that are hardest for you to relate to. And you'll be able to start those conversations on the right foot, put your skills to the best use, and then whatever it is that you can work on, that is that conscious personality. 

So, whether it's you are focusing on being comfortable speaking in front of 100 people are being comfortable dealing with a really like intense, fact-based person who's not going to be emotionally swayed events, they have cognitive dissonance that they have to get over. That's really important. But I think the thing that holds people back from success is their own objections, their uncommon systems, and you have to discover and be a detective and figure out what kinds of beliefs you have as far as your This centuries concern whether or not those beliefs are actually, in fact, let's test them. And which of them are standing in the way in which political and law strikes. So that's why I tell people to take their own personality test. And there's lots of different ones out .

I have a preference to the Union one just because it's so widespread so that this that it's very easy to identify with communication styles with different type combinations for client. But there are a number of other different types of personalities systems out there, I think the primary takeaway is understanding that your personality is, frankly, wanted to or not, and that you have to figure out whether or not that personality stance is adamant to the people that you're trying to reach? And if it does, what do you need to work on change, alter, or present differently in order to be able to not exclude those people?

Marlana

Oh, interesting! So, let's say I meet someone, if it's all fine and good that we know our own personality type, how do we identify in someone else, how they need information communicated to them?

Anshar

Well, you know, people give you all kinds of clues. And one of them is that we all operate off of that fundamental problem of trying to treat other people like the way that we want to be treated, you see in relationships too, you know, I might be that person who I feel super love relationship when I come home, and the kitchen is spotless, you know, because it means that someone put some real effort into something matters in my space or...