People buy because they believe a product or service will improve their life. In the first of a six-part series, Mary Elliot, national sales trainer for Forrest Performance Group, introduces the most significant need customers are looking to fulfill—certainty. She highlights the importance of certainty and provides a simple strategy for meeting this need with clients.

Mary Elliott is a Houston native and graduate of the Kinkaid School. Her background includes sales, fundraising and corporate event planning. As ‎the national sales trainer at Forrest Performance Group, Elliott has returned to her roots, as she comes from a family of sales executives.