Is typing just labeling people?
A. Absolutely not, stress the experts. “Type, if used correctly, is not a labeling process,” says Susan Brock, a licensed psychologist and Principal of the Minneapolis-based Brock & Associates management consulting firm, which makes extensive use of the Myers-Briggs format. “If you take the four dimensions, you get 16 types. I like to think of it as a 16-room house, and one of them is your favorite room. That doesn’t mean you stay there all the time; you visit all of the rooms at one time or another.” Type is a model for exhibited behavioral styles at a given time. People have a preference for one or more comfortable behaviors, but they can easily change that preference depending on the person or situation they face. Q. Why should I use it? A. Type is dynamic and changing, not static and constant. If you fail to evaluate prospects’ behavior each time you contact them, you risk forcing your pitch when they might be far more receptive to a soft sell, for example. All that may sound like
