Buyer Driver 02: Attention

Listening isn’t soft. It’s strategic.

There’s a reason “just following up” emails don’t work.
It’s not that you didn’t check in.
It’s that the buyer didn’t feel heard in the first place.

In a world full of auto-sequences and surface-level selling, real attention is rare.
That’s why it works.

What Attention Really Means

Buyers don’t need more information.
They need someone who knows how to listen for relevance.

Attention isn’t about being friendly.
It’s about being present—and proving that you understand what they’ve already said.

Not just in words, but in tone, pacing, context, and sequence.

It’s noticing when they slow down.
It’s hearing the hesitation behind “we’ll circle back.”
It’s recognizing when a stakeholder gets quiet during a group call—and knowing why that matters.

Where This Shows Up

You’ll feel the absence of Attention when:

The buyer repeats themselves across meetings
A concern they voiced early on never gets addressed
You offer next steps that don’t reflect their priorities
You’re treating the conversation like a checklist—and they can feel it

The Attention gap is subtle, but powerful. It’s what makes buyers tune out—even when your pitch is “technically right.”

What Attention Sounds Like

“You mentioned that internal alignment was slowing things down last quarter. Has that shifted at all?”

“Last time you said the CFO needed this framed differently. I’ve drafted a version you can take to her—does this reflect how she thinks?”

“You paused when we talked about implementation. Can I ask what came up for you there?”

This isn’t about being overly sensitive.
It’s about tracking the conversation with purpose.
Buyers don’t need you to repeat back what they said.
They need to know that you actually carried it forward.

Why Attention Builds Trust

Think of attention as a multiplier.
It amplifies everything else in the deal:

It gives Recognition depth
It makes Incentives smarter
It improves how and when you offer Support
It helps you shape a more relevant Experience

Buyers will share more when they feel heard.
They’ll open up about internal politics, timing pressure, budget windows—things they don’t share with generic vendors.

Attention creates space for honesty.
And honesty is where real momentum comes from.

How to Practice This in Real Deals

1. Prepare, don’t just show up

Review what they said. Not just the facts—the context. What’s changed since last time?

2. Ask layered questions

Not “Any updates?” but:

“Has anything shifted around [specific obstacle or priority]?”

3. Reflect back + offer something useful

Not just “You said X”—but:

“You said X, so I pulled together Y. Tell me if I’m close.”

One Final Thought

Buyers aren’t looking for perfect pitches.
They’re looking for someone who actually gets what they’re trying to do.

Attention proves you’re not just showing up—you’re invested.

And that? That’s rare. That’s remembered.