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Top Secret Sales Tip

by | Jun 25, 2019 | 2 comments

You are on a nominating committee for your national professional association and you say, “No, let’s don’t ask Jordan to be on our board. She’s already chairing several initiatives.”

You want to ask a prominent public personality to speak for free, but you know he’ll say no – so you don’t ask.

You are making a sales pitch and you lose your momentum because you’re sure your prospect has already made a decision to go another direction.

No. No. No. Your top secret sales tip: Don’t edit for the next guy.

As a past president of the National Speakers Association, N. TX Chapter, I’ve become known for this phrase: “Don’t edit for the next guy”! Board leadership would strike future potential board members from our list assuming he/she would say “no”. And I’d say…. you guessed it… “Don’t edit for the next guy”.

The operative word here is “assuming” – my least favorite word when it comes to communicating.

When you start assuming the speaker will say “no”, or the buyer will say “no”, or the future board member will say “no” you are shooting yourself in the foot.

You don’t know if you have not asked. Ask. Don’t edit for the next guy.

© SpeakForYourself.com/blog             © 123RF Stock Photo

Karen Cortell Reisman, M.S., author of 3 books and President of Speak For Yourself®, works with decision makers on how to speak with gravitas. It’s all in how you speak for yourself. Karen also speaks about her cousin, Albert Einstein, in a message about hope, resilience and brassieres.

#PresentationSkills #BusinessCommunication #OrganizationalCommunication

Karen Cortell Reisman, MS, Executive Communication Author & Speaker


  1. Susan Mecca

    Five years ago, i almost didn’t invite an amazing healer to be part of a soul circle that I was initiating—assuming that she was too advanced to be interested in being part of it. But, I decided instead to let her be in charge of her own life, rather than me deciding for her. To my delight, she quickly agreed and had been a wonderful part of our group ever since! Lesson learned. Let them “be a grownup” and decide for themselves!

    • Karen Cortell Reisman

      Susan – love your story. And it looks like you follow this principle to this very day. After all, it was YOU who asked me to speak at your association meeting last night…. and I said “yes”. It was great to meet you and work with your group. Karen

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