Help them decide in your favor

The previous 2 Minute Tip looked at how each DiSC personality style thinks when making decisions. Today, let’s put that insight to work.

Think like they think and frame your ask in a way that meets their needs, respects their pace, and avoids their triggers.

Here’s how to do that for each style:

D Style – Keep it brief and results oriented

D Style needs include preservation of dignity, autonomy, avoiding weakness, control, authority, progress, and influence. This is why they use root-cause analysis.

• Lead with outcomes: “This will get us there faster.”

• Align with their goals. If the decision will help them meet their goals, you’ve got a much better chance.

• Be direct—skip the buildup and say what you need.

• Offer a quick, side-by-side comparison of options.

• Give them control: “Would you prefer option A or B?”

• Avoid long explanations, emotional appeals, or micromanaging.

Advanced strategy: If they stall, it may be because they don’t want to waste time digging into all the details. Help them by summarizing the key facts they need to move forward.

i Style – Make it fun, light, and collaborative

i Style needs can include stimulation, being “in,” expression, to be heard, play, social contact, optimism, and positivity. This is why they love to decide collaboratively.

• Frame your idea in a positive light, rather than as complex, negative-sounding, messy problems.

• Make them look and feel good in the process.

• Keep the ask short-term and low-pressure.

• Talk it through with them, in the moment.

• Avoid diving into technical issues, overexplaining, or bringing a spreadsheet.

Advanced strategy: Tie the task to their strengths and social influence. Try something like: “LaToya, You know just about everybody. How do you think we can get our fundraising calls done by Friday?”

S Style – Reassure and support

S Styles needs may include intimacy, nurturance, to please, reassurance, harmony, familiarity, harm avoidance, or stability. This is why they want to make sure it’s the right decision for everyone.

• Take things one step, one subject, or one situation at a time.

• Be calm and patient—don’t rush. Before moving on to the next item, make sure they’re ready, willing, and able.

• Let them share suggestions for how to proceed.

• Emphasize stability, support, and how others will benefit.

• Avoid: springing surprises, acting too fast, or pushing too hard.

Advanced strategy: Help them feel prepared, involved, and considered. “We should decide by Friday. What do you think we’re missing here?”

C Style – Present the data, respect the process

C Styles needs include predictability, blamelessness, precision, personal space, understanding, adherance to standards, and competence/credibility. This is why they want to get it right, not just done, and use complete analysis to decide.

• Confirm they’re open and ready to discuss first. If not, set a time and provide background information.

• Offer detailed information—facts, timelines, and options, preferably in advance.

• Give them time and space to evaluate.

• Ask them for their perspective on your analysis.

• Avoid rushing the process, using emotional appeals, or pressuring for an immediate answer.

Advanced strategy: Implement a decision making process, “My understanding is you’d like to think it over and figure out what time commitment you’d be able to make to the group. When may I call you about your decision?”

Final Thoughts

When you honor someone’s decision-making needs, you stop creating resistance—and start earning trust. Adapt your ask. Frame it their way. And watch how easily “maybe” turns into “yes.”