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Technology Stocks : Excel Communications -- Ignore unavailable to you. Want to Upgrade?

To: patchman who wrote (2628)	4/22/1998 6:59:00 PM
From: Rob S.	Respond to of 2806

Sometimes selling commercial accounts has as much to do with selling the company you represent as selling the customer. I don't know how Excel is working it but you should try to press them to "meet or beat comp" as needed to win you the business. That's the way biz is done in the "real world".

To: patchman who wrote (2628)	4/23/1998 5:00:00 AM
From: CrazyTrain	Respond to of 2806

I have heard a figure that was something like 98% of all businesses are using a "big three" carrier (don't quote me on this figure). I have yet to see a bill from one of the "big three" that ECI didn't beat. Of course my focus is on California companies that have 800/888/877 numbers or make most of their calls within California (6 cents per minute AND 6 second billing). monty@usa.net

To: patchman who wrote (2628)	4/23/1998 4:09:00 PM
From: CrazyTrain	Respond to of 2806

Another possibility is the 5%. If price were the only factor, AT&T would be out of business. Assurance of quality and service is very important to most companies. That is why our credibility and "personal contact" is so vital to get us in the door. Are they completely satisfied with their current LD carrier? Once a company tries a LD company that is not one of the "big three" and has a good experience, then price becomes more important. If I got a proposal that showed another company coming in 1-4% cheaper, I would show them how their company could put a $75 deposit and get an additional 5% rebate (commission). This is called becoming a "passive player". Now any referrals that they can personally introduce me to would create a new income stream for their company.