Tag Archives: EXOTHERMIC welding

Stop Telling and Start Selling

ListeningAs 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.80 20 Rule 1

Why ask Questions?

  1. To qualify your prospect to see if your solution suits their requirement and if they are in a position to buy
  2. It allows us to gather intelligence. It helps us to identify their triggers to buy, and fine-tune your solution to close.
  3. It establishes a rapport as a solutions partners that is interested in solving rather than selling and builds a relationship of trust. Questions 1
  4. It allows you to pre-empt and avoid objections
  5. Allows you to better control the direction of the sale and the final outcome

 There are 7 types of questions

  1. Rapport Building Questions– Create and establish a trusting relationship.
  2. Need Questions–Identifies the problem that your prospect is trying to solve
  3. Uniqueness Questions– Tell us if the prospect has tried a solution in the past
  4. Budget Questions– To see what their financial ability and expectation is.
  5. Influence Questions– Confirm the prospects authority as the decision maker.
  6. Timeline Questions – Identify the urgency of the solution
  7. 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:

  1. Rapport Building Questions
  • How long have you been with the company? Questions
  • Tell me a little about what you do?
  1. Need Question:
    • What are you finding most challenging right now?
    • How is this problem affecting you?
  2. Uniqueness Question:
    • Have you tried to solve this problem in the past?
    • Are you evaluating other solutions?
  3. Budget Question:
    • Have you set aside a budget for this?
    • What are you expecting to invest in the solution?
  4. Influence Question:
    • Who else needs to be involved in making this decision?
    • Who else needs to approve this decision?
  5. Timeline Question:
    • What kind of deadline are we working with?
    • What timeframe are we looking at?
  6. Confirmation Question:
    • What are your thoughts so far?
    • Do you have any concerns so far?

 Here are 7 additional tips:

  1. Ask open ended questions
  2. Assume nothing, question everythingSolve me something
  3. Listen carefully
  4. Do not interrupt
  5. Write down key intelligence to use as part of your solution
  6. 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 wapp1@wapp.com.au for a FREE no obligation consultation.

CONNECTIONS THAT MAKE SENSE

Exothermic welding is also known as exothermic bonding, thermite welding or CADWELD. It was invented around 1895 by Hans Goldschmidt and refined later by Dr Charles Cadwell. It was first used to weld signal bonds to railroad tracks.

CADWELD electrical connections have become recognised as the ultimate connection for rail, cathodic, power and grounding applications.

CADWELD tools

The CADWELD process can create permanent bond between copper/copper, copper/galvanized or plain steel, copper/copper clad steel, copper/bronze/brass/stainless steel, steel/steel, molecular bonds with no external or heat source The shape of the mold, its dimension, and the size of the welding material, are all dependent on the items to be welded. In this process, conductors are prepared, placed in a purpose-designed graphite mold, and exothermically welded to produce a permanent electrical connection.

CADWELD connections

 

The CAD weld have four different features Integrated Weld Metal Package, Colour Coded Weld Metal, Electronic Control Unit, Six Foot Control Unit Lead

Benefits of CADWELD V’s other Connection Types

CADWELD Welded Connections Offer the Following Benefits:

  • Low labor costs and ease of application.
  • Inexpensive, lightweight equipment — saves time and money
  • Current carrying (fusing) capacity equal to that of the conductor.
  • Will not deteriorate with age.
  • Permanent molecular bond that cannot loosen or corrode.CADWELD rebar
  • Will withstand repeated faults.
  • No special skills required.
  • No external power or heat required.
  • Can be checked for quality by visual inspection.
  • Portable system.
  • Exceeds IEEEC 837-2014 Grounding Standard

CADWELD V’s Mechanical Connections

CADWELD Weld Mechanical Crimped Connection
 CADWELD diagram

Mechanical connection diagram

Mechanical connection diagram2

Actual Contact Surface

The CADWELD bonded connection provides permanent conductivity over the whole of the section due to a molecular bonding between the metal surfaces.

IEEEC837 2014 Compliant

The mechanical connection presents a significant difference between the apparent contact surface and the actual surface.

IEEEC837 2014 Failed Compliance

IEEEC 837-2014 Standard Compliance (ERICO CADWELD) exothermically welded connections are engineered to create a permanent bond that withstands repeated fault currents and will not loosen, deteriorate or increase in resistance. The connections are designed to maintain for the life of the conductor and/or installation. It also has a high current – carrying capacity equal to that of the conductor. The melting temperature of CADWELD connection is higher than the melting temperature of copper (1082°C).

Once application has been completed, installers can clearly ensure quality assurance by visual inspection of the new connection.

CADWELD connections2

Where is CADWELD used CADWELD has been the preferred method across many industries but predominantly used for:

  • Rail
  • Grounding and EarthingCADWELD connections3
  • Connecting of cables and tapes/strips
  • Connecting to rebar
  • Connecting to fence posts, pipes and flat steel surfaces
  • Connecting to ground rods and earth grids and much more..
  • Lightning Protection
  • Communications
  • Cathodic Protection

There are hundreds of molds and solutions available off the shelf and custom made. At West Australian Power Protection (WAPP) we can provide the right solution to get the job done right the first time.

For more information call (08) 98451 2199 or email wapp1@wapp.com.au