Lots of dealers are reaching out to architects these days, but if you're using the same sales tactics with them that you employ with contractors, the results might fall far below your usual success rate. Why? The Myers-Briggs personality test could provide a clue.

The test was invented in the 1940s and remains one of the most popular ways to gain insights into an individual's personality. People who take the test are classified into one of 16 personality types based on how they score on four different scales.

Robert Gaarder, a Washington area consultant, gave the test to 100 leaders at local architectural firms and found 31% of them fit into a category that's shared by just 1.8% of the U.S. population. The type is called ENTJ because people in that group score higher on extroversion rather than introversion, intuition rather than sensing, thinking rather than feeling, and judging rather than perceiving. Gaarder's findings were first reported by Architect magazine, a sister publication to ProSales.

The Myers & Briggs Foundation website says ENTJ people are frank, decisive, and assume leadership readily. They quickly see illogical and inefficient procedures and policies. ENTJ people also develop and implement comprehensive systems to solve organizational problems, the foundation says. Keep that in mind next time you go knocking on an architect's door.