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.