The Wrong Turn: How Quick Assumptions Break Executive Alignment

Picture this: you are in a conversation with an executive when they ask you a question with a familiar word or phrase, and without missing a beat, you jump in, only to realize you are off by a mile.

This happens more than you think, but why? The words matched, but the meaning didn't. You answered with your definition instead of theirs.

Sure, this might seem like a small oversight, and yes, you can usually recover. But here's the catch, even the smallest disconnect with an executive forces you to play catch-up before you can move the conversation forward. That "little" detour takes time. Time you don't have. This can be the difference between gaining momentum and missing an opportunity.

Lost in Translation:

Exec Edition

Executives frequently use shorthand, acronyms, and industry-specific jargon that carry precise meanings in their context. When salespeople assume they understand these terms instead of asking for clarification, they risk misinterpreting what the executive actually needs. You might think you understand exactly what they mean—but if you're wrong, you could spend five minutes pitching a solution to a problem that isn't even on their radar

Yikes.

The solution: pause, paraphrase, and confirm. A simple clarification like "Just to make sure we're aligned—when you say X, do you mean..." can prevent you from pitching the wrong solution entirely. This keeps the conversation focused and ensures the meeting progresses productively.

Discovery On-The-Fly with the CDIM™ Discovery Framework

Me² vs. C²:

The Mindset Shift

It's easy to walk into a room with the mindset of: I need to highlight what I think is important: our process, our product, our story. We know that like the back of our hand. It's comfortable. But when it's all about you, it leaves little to no room for the executive's priorities.

This is where it is important to shift your mindset from Me² to C² (customer-centric). Make sure to ask yourself: how does this conversation connect to their world? Their initiatives, their goals, their pressures. It's a subtle shift that creates a huge impact.

Me²:

"Our platform reduces duplicate effort and improves efficiency."

C²:

"You'll be able to eliminate duplicate work across teams, which frees up hours every week to hit growth targets without adding headcount."

The difference? One gets a, "that's nice." The other gets a lean-in, "tell me more."

Keep the Wheel Steady

The Wrong Turn Crime isn't about ignorance–it's about assumption. The words sound familiar, so you jump in with confidence. But confidence without clarity can be a recipe for disaster.

Listen first, clarify quickly, and always steer the conversation toward their goals. When you mirror their language and keep things centered on what matters most to them, you build credibility and momentum instead of scrambling to recover.

Before you next meeting check yourself, are you walking in with a Me² mindset or a C² mindset? This can be the differences between a polite nod and a "let's move forward."

Want to level up in executive conversations? Let's Talk!