The nVent ERICO Dynasphere air terminal provides a preferred point for lightning discharges which would otherwise strike and damage an unprotected structure and/or its contents. The key takeaways from the […]
WAPP is proud to be a sponsor at the upcoming Earthing, Lightning & Surge Protection conference in Perth on the 9th and 10th of April. WIN FREE Passes: Simply write us […]
Quite some time ago, we had featured an article on the various lightning protection solutions that WAPP offers. Did you know that WAPP also provides design and technical support for […]
Congratulations Roy Hill Iron Ore for being shortlisted in the Engineering category of the Department of Mines, Industry Regulation and Safety’s (DMIRS) Safety and Health Resources Sector Awards. Utilising a combination […]
There is little argument that Lightning poses an enormous threat to telecommunication, radio and TV towers. These towers are constructed of steel and designed to be the highest structures in the […]
Towards the end of 2016, Roy Hill Iron Ore (RHIO) identified that lightning storms during the lightning season posed a risk to personnel safety which in turn affected productivity with […]
Most people are unaware that lightning strikes are one of the leading weather-related causes of death in the world. Lightning can warm the air by 27,700 degrees, five times hotter […]
Climate change has been a controversial topic for government, scientists and economists globally. Whilst there is speculation on its existence, there is evidence that the world’s climate is changing. The […]
What is the Lightning Protection Systems LPS? A Lighting Protection System (LPS) is the system that provides a means by which a lightning discharge may enter or leave earth […]
How to Design Lightning Protection to a Budget Lightning protection systems are the outcome of the innovation pioneered by Benjamin Franklin: the lightning rod. Lightning protection systems are used today […]
Earthing & Lightning Protection Audit Safety and reliability is our primary objective Earthing System Testing The earthing system is designed and engineered to perform safely during earth fault conditions. However, […]
We’ve all heard the saying ‘lightning never strikes the same place twice,’ right? This age old saying, along with other myths and old wives tales surrounding lightning, is not only […]
Cloud to Ground Lightning can happen anywhere at any time. It is important to note that lighting does not need to directly strike a power line for such damage to […]
A US study in 2014 forecasts that global warming will significantly increase the frequency of lightning strikes. “For every two lightning strikes in 2000, there will be three lightning strikes […]
In Australia, lightning is one of the most dangerous and frequently encountered weather hazards. And whilst it’s certainly fascinating to watch, lightning can be extremely underrated – resulting in over […]
Perth has been experiencing unseasonal lightning thunderstorms this past week. When I first checked the weather forecast last week, it showed an entire week of “Possible Thunderstorms”. I thought to […]
The LEC-IVR Lightning Event Counter, part of the ERITECH® line of facility electrical protection products from ERICO®, registers and records the number of strikes handled by a lightning downconductor. Based […]
Stronger Than a Cast Clamp The LPC790 Lightning Protection Ground Rod Clamp, part of the ERITECH® line from ERICO®, is made from high-conductivity bronze and features stainless steel bolts and […]
The Eritech System 2000 Lightning Protection Universal Downconductor Clip is designed for use with bare and insulated solid round and tape conductors. The clip features a clear body, allowing it […]
Although lightning is the most critical external source of surge generation, there are other internal sources which may cause serious damage to the system. These include switching of power circuits, […]
An effective grounding system is one of the most important aspects of ensuring lightning protection. The purpose of this system is to provide a pathway for the lightning energy to […]
As an electrical wholesaler, sales representative or manager, if during your sales presentations you are hearing your voice more so than your client. Then you are probably telling them what they want, without finding out what their key triggers are to make a buying decision.
What you may perceive as value or benefit, your electrical prospect may see as an objection. Therefore, talking less and listening more is a key strategy that will not only change the way you deliver your presentation, but the outcome by increasing your ability to close more sales.
Our mouth is what usually gets us into trouble. Make a conscious effort to speak less and listen more. To put it into perspective. Let your prospect talk 80% of the time to your 20%, by asking questions and following up at the end with your solution and close.
Why ask Questions?
- To qualify your prospect to see if your solution suits their requirement and if they are in a position to buy
- It allows us to gather intelligence. It helps us to identify their triggers to buy, and fine-tune your solution to close.
- It establishes a rapport as a solutions partners that is interested in solving rather than selling and builds a relationship of trust.
- It allows you to pre-empt and avoid objections
- Allows you to better control the direction of the sale and the final outcome
There are 7 types of questions
- Rapport Building Questions– Create and establish a trusting relationship.
- Need Questions–Identifies the problem that your prospect is trying to solve
- Uniqueness Questions– Tell us if the prospect has tried a solution in the past
- Budget Questions– To see what their financial ability and expectation is.
- Influence Questions– Confirm the prospects authority as the decision maker.
- Timeline Questions – Identify the urgency of the solution
- Confirmation Questions– Used to reinforce the solution to the problem. They can also be used to draw out the prospects real objections.
Examples of these type of questions are:
- Rapport Building Questions
- How long have you been with the company?
- Tell me a little about what you do?
- Need Question:
- What are you finding most challenging right now?
- How is this problem affecting you?
- Uniqueness Question:
- Have you tried to solve this problem in the past?
- Are you evaluating other solutions?
- Budget Question:
- Have you set aside a budget for this?
- What are you expecting to invest in the solution?
- Influence Question:
- Who else needs to be involved in making this decision?
- Who else needs to approve this decision?
- Timeline Question:
- What kind of deadline are we working with?
- What timeframe are we looking at?
- Confirmation Question:
- What are your thoughts so far?
- Do you have any concerns so far?
Here are 7 additional tips:
- Ask open ended questions
- Assume nothing, question everything
- Listen carefully
- Do not interrupt
- Write down key intelligence to use as part of your solution
- Add value to your solution that is relevant to your prospect
By focusing on strategic questions that gather intelligence, you are not just selling, but solving. Your electrical contractor or prospect will appreciate the opportunity to be heard and understood when querying earthing, grounding, surge, lightning protection etc… They will feel more comfortable in having a trusted solutions partner who is interested in their current problems and requirements. Making the difficult buying decision, easy!
For tips and support to win more sales contact Emmanuel Lardis from West Australian Power Protection (WAPP) on (08) 9353 5300 or email firstname.lastname@example.org for a FREE no obligation consultation.
As an electrical expert or engineer, you need to be informed of international innovations and changes to practices that could be of benefit. At WAPP, our team strives to keep […]
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As an integral part of the System 3000, the screened, insulated ERITECH downconductor conveys the lightning discharge current to ground with minimal danger of sideflashing. The ERITECH downconductor evolved after […]
With almost two decades of successful field application, the ERITECH® System 3000 was enhanced in 2003 with an optimized DYNASPHERE air terminal, ERICORE cable system and supporting design software for […]
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The PEC is an equipotential bonding device that can be used to minimize damage in applications where separated ground systems are required. The PEC100 model is ATEX approved making the […]
Fence and Gate Post Clamps, part of the ERITECH® line of Facility Electrical Protection products from ERICO®, help protect your valuable facilities, equipment and personnel when lightning or other transient […]
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