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Meeting the 6 Human Needs to Win the Sale: Significance

by Mary Elliott

Customers buy a home when they believe it will improve their lives. They believe this when the home meets their emotional needs. In the third of a six-part series, Mary Elliot, National Sales Trainer for Forrest Performance Group, describes the third need: significance. Add the language of significance to interactions with potential buyers—to make clients feel important and also to remind them how their new home will bring them significance.


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.

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