When the Titanic was floating there was laughter in the air and everyone was happy and comfortable. They were told that it was an unsinkable ship. Picture the wait staff walking around carrying trays filled with the luscious ‘wants’ of life. When it hit the iceberg suddenly the atmosphere changed to that of one filled with utter desperation. In that moment everyone scrambled for safety and security simply for the sake of survival. I am sure the wait staff was no longer serving ‘wants’ but pointing out the place of survival to fulfill the ‘needs’ in that crucial moment.

In good economic times, just like the wait staff - Direct Sales, MLM and Small businesses are serving up the ‘wants’ of life that they are offering, carrying them around until someone reaches out a hand and partakes of their product. But when economic times are difficult the ‘wants’ change to ‘needs’ therefore the seller’s focus must change accordingly.

When economic times are good it can be difficult to get people involved as a reseller for a Direct or MLM marketing company. Simply because people are walking on their treadmill of life’s comfort and to break into that world can be a bit of a challenge. When economic times are bad the prospect pool is greater but the presentation to the prospects must change so as to speak to the 'need' of the individual.

It is human nature to think of the sales process in straight lines. We are at point A and we are trying to get to point B - the end result which is closing the sale. Consider instead of thinking about the sales process as if it were a cycle or circle which means we need to start at point A and the sale ends meeting point A’s need. It is crucial when speaking to prospects that you approach them seeking to find their need by asking questions that will draw the need out. Once you find the need, tailor your sales process so that your close answers the need you sought after as gold in the beginning. In this way you are selling to a ‘need’ rather than to a ‘want’.

When economic times are difficult many people find themselves looking toward other means to supplement their income. This time frame is what I call, ‘Opportunity knocks’. Many top producers have a fear of losing or have already lost positions with their once stable companies. The fear of loss will many times drive people to take desperate measures when it comes to their careers and finances. Suddenly they find themselves tying their shoes tighter so they can run faster. Opportunities abound and the question is - will your product or opportunity fulfill their need?

During economic difficulty many new people will enter the Direct or MLM industry and they will need strong leadership that provides them with the right tools for success. Getting people involved during bad economic times could cause them to explode in their business when the economy begins to turn. When that happens - watch your business explode!

Desperate times call for desperate measures but the soil could not be better suited to grow your business and give you the strength needed to sustain you in your business for the long haul. Opportunity knocks – so it is time seize the moment.