Tag Archives: Gypsum Bentonite

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.

GEM vs BENTONITE Comparison

GEM in GroundWhen most hear about ground enhancement material they think of bentonite. The term Bentonite was first used for a clay found in about 1890 in Montana USA. Extracted bentonite is distinctly solid, even with a moisture content of approximately 30%. Bentonite is subsequently dried to reach a moisture content of approximately 15% and used in granular form or milled into powder and super fine powder form.

It is often impossible to achieve the desired reduction in ground resistance by adding more grid conductors or ground rods. An alternate solution is to effectively increase the Gem bentonitediameter of the electrode by modifying the soil surrounding the electrode. With the price of copper on the rise, usually the most cost-effective solution is to include a ground enhancement material such as bentonite.

The main issues with using bentonite for backfill around the earthing anode (ground rod, copper tape, cable etc…) during installation is:

  • Swelling of up to 25% occurs when wetted from dry state,
  • Shrinkage occurs during drying from wet state
  • Formation of a number of voids and small cracks
  • Potential lack of contact with earthing anode = BAD earth

As great a product as it has been there is a superior option for Ground enhancement material that many are aware but most are not. Erico’s Ground Enhancement Material is considered one of the best enhanced options available on the market.

GEMGEM has a resistivity of less than 0.12 Ω·m (about 5% of the resistivity of Bentonite). It typically placed around the rod in an augured hole or around earthing conductors in a trench in the same fashion as bentonite, in either a dry form or premixed in a slurry. GEM is a permanent material and will not leach any chemicals into the ground.

GEM from ERICO is a conductive material that improves grounding effectiveness, especially in areas of poor conductivity-rocky ground, areas of moisture variation, sandy soils. It is a preferred option for mining, government and private construction works, especially in locations with dry conditions and poor soil.

  • 20 times lower resistivity than Bentonite clay
  • Can dramatically lower the earth resistance and impedance measures
  • Maintains constant resistance for the life of the earthing system
  • Does not dissolve, decompose, leach out or require replacement or maintenance
  • Does not require continuous presence of water to maintain its conductivity
  • Exceeds IEC® 62561-7 which sets the benchmark
  • Can be installed using trench or ground rod backfill methods
  • Does not dissolve, decompose, or leach out with time
  • Is non-corrosive and protects against corrosion to extend life of component
  • Short and long-term cost and performance benefits

The table below is a comparison chart showing tests conducted that prove GEM (“IEEE 80-2000 14.5 Soil treatment to lower Resistivity) is a superior and preferred option as a ground enhancement material to bentonite.





Material Form % Water Content by Weight Resistivity (ohm-cm)

% Reduction from


1 Bentonite Slurry 300% 266 0%
2 GEM25A Loose-Powder 0 236 11%
3 GEM25A Packed-Powder 0 116 56%
4 GEM25A Slurry (Initial Measurement) 40% 126 53%
4 GEM25A Cured 3 days Cured 16.4 94%
4 GEM25A Cured 75 days Cured 6.9 97%

For more information on Earthing, Grounding and Bonding solutions click HERE or please call us on (08) 9353 5300 or email wapp1@wapp.com.au