Tag Archives: Telecommunications

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.

Protect Telecommunication Towers from Lightning Strikes

Communication Tower 2There 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 surrounding area in order to supply communication with no interruptions.

There is a higher probability of Lightning hitting the sharpest and tallest object in an area. Furthermore, lightning current reaches the ground by following the shortest and most conductive way. That is why a telecommunication tower which is a tall metal structure becomes the primary target for lightning strikes.

When lightning strikes the top edge of a tower, the current flows downward to the ground and damages all electronic equipment like radomes, radios, antennas, dishes, cameras, etc… On the way to the ground, lightning current can leak and jump into nearby structures and shelters that result in permanent damage to sensitive electronic devices and equipment.

Lightning arresters endeavour to attract lightning in order to divert lightning energy to earth. There are a number of different scientifically proven solutions but typically they are installed on the highest points of the structure and connected to a downconductor cable which is bonded to a grounding system and then to earth. The purpose is to attract lightning before it reaches any other object and allow the lightning current to flow down to the ground and dissipate the energy through the earth.

The system at a telecommunications facility is divided into 5 components.

ERICO Telco Products-page-002

  1. Indoor Bonding Arrangement

Correct bonding for all lightning protection system elements is essential or the system will be totally ineffective against lightning strikes. Bonding of all metallic conductors assures everything is at equal potential, so if there is a strike you are protected.

 

 

 

 

  1. Outdoor Grounding LayoutERICO Telco Products-page-003

Low-resistance grounding provides an efficient destination for lightning current. Some soils are composed of sand or rock, that are highly resistant and not conductive. If surrounding soils are clays or dirt with moisture present, they likely are conductive There are local distributors that can provide the support and materials to ensure you achieve effective earthing and protection. 

 

 

 

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  1. Surge Protection for Power Lines

Surge protection devices (SPDs) function either by absorbing the transient energy as heat or crowbarring the transient energy to ground (some in combination). They should be installed at main panel entries, at critical branch or secondary panels, and at plug-in outlets where low-voltage transformers convert AC power to DC current and voltage. SPDs should also be installed at signal and data line building entry points for critical electronic equipment.

  1. Surge Protection for Telephone Lines coaxial

Included here are Cat. 5/6, coaxial lines, and twin lead and other copper wire circuits. Telephone punch blocks should be SPD-protected. 

 

ERICO Telco Products-page-006

  1. Direct Strike Lightning Protection

Lightning usually terminates on grounded objects sticking up in the air. Franklin rods, Dynaspheres and ISODC are air terminals. Benjamin Franklin designs developed in 1752, divert lightning from rods in the air via conductors to rods in the ground, protecting important assets. This part of a lightning protection system (LPS) is based upon the principles of Path of Least Impedance.

 

 

Generally, there are two main systems of lightning protection:

  • Isolated Systems– These are commonly specified to protect metallic assets from potential lightning hazards. Partial discharges on bare conductors may form on the cable surface during immediate voltages, which can cause thermalization or breakdown. This can potentially adversely affect sensitive tower equipment.
  • Non-Isolated Systems – These are mostly recommended for communication towers as they contain the lightning energy and minimise the effects and interference to sensitive equipment caused by side flash.

IsoPH1621glated systems like ERICO’s (West Australian Power Protection) Isolated Downconductor (ISODC) and Dynasphere have a multi-layered insulation and semi-conductive outer sheath.

An isolated down conductor system provides the same materials and cross-sectional area as other IEC standards compliant down conductor with the benefit of having highly insulated coverings.

Commonly these isolated lightning protection systems are mounted on a tall support mast. An air terminal is mounted on the top of the mast, which provides required protection using the international IEC 62305 design standard.ISODC 1

The protection from lightning strike on radio, telecommunications and other towers sites can be protected using the right method and system.

West Australian Power Protection (WAPP) are the industry experts in Lightning, Surge and Grounding Protection.

We will provide you direction for the best performance and most cost-effective solution that suits your project requirements.

Call WAPP on (08) 9353 5300 or email wapp1@wapp.com.au for a FREE no obligation consultation and quote.