By Ben Henkels, Principal, Communication Management Partners

In these days of all the bad economic news, telecom reps and agents should be in a great mood. Every company is eager to save money and many are willing to entertain conversations now that were not possible even six months ago. Owners, controllers and CFOs everywhere are forced to look at every possible way to reduce expenses, so put your sales hat on and get after it.

If you made five calls a day six months ago, you should make 10 calls a day now.

This is the time to get people thinking about your services that can help balance their budget or improve their profit and loss statements.

Always remember this:

• 80 percent of all salespeople quit after the first call;
• 60 percent of all salespeople quit after the second call;
• 50 percent of all salespeople quit after the third call;
• 40 percent of all salespeople quit after the fourth call;
• 30 percent of all salespeople quit after the fifth call;
• 20 percent of all salespeople keep calling; and
• 20 percent of all salespeople close 80 percent of the business.

You too can prosper in this "down" economy. This is one of the best times to grow your telecom business the industry has seen in the last 10 years if you know how to work hard. Enjoy the ride!

Ben Henkels is the principal and founder of Communication Management Partners, a telecom brokerage and consulting business. Henkels also is a member of the 2008-’09 PHONE+/Channel Partners Conference & Expo Advisory Board.<$>