(aka: the moment you realise they didn’t understand a word of your perfect pitch.)

You presented like a champ.
Clean deck. Sharp lines. Everyone nodding.
You felt like you’re almost there.
And then… someone from their team casually asks,
A basic question.
And that’s when it hits you—
You were clear. They were not.

It happens. A lot. Especially in B2B sales.

The client doesn’t interrupt.
They smile. Nod. Pretend to follow.

And one person drops the truth bomb.
Now what?

You can’t restart the whole pitch.
You can’t show the same slides again.
You definitely can’t say, “But I already explained that.”

Pause the pitch. Pick up the story.
Drop the jargon. Build context.

Find the ‘translator’ in the room.
There’s always someone in the customer’s team who got it.
Loop them in:
“Maybe I rushed through that—Lakshman, how would you explain it in your context?”

Ask them to explain it back to you.
Not like a test. Like a collaboration.
“I want to make sure we’re aligned—how would you explain this to someone else in your team?”

Don’t defend your pitch. Defend their clarity.
“You know what, that’s a great question. We often jump ahead assuming context.”

Keep a Plan B explanation ready. Always.
Like a simpler version of your pitch.

Because in B2B, clarity > charisma.
And the true test of a pitch is not how well you said it—
but how well they remember it when you leave.

So next time someone asks that basic question—
Don’t panic.

It’s not a failure. It’s a second chance.
Take it.