Here are three tech tips that will help improve installation and reduce the possibility of call backs.

1. Ensure proper connection of Red & Black wires from the OC-904 control to the motor circuit. In most cases the red and black wires are connected to the motor circuit. In some cases (such as the Besam CUP) the red and black wires cannot be attached to the motor circuit and are instead connected to a switch which supplies the necessary data for proper performance. The connection matrix included with the Elite system identifies where to connect the red and black wires for most door manufacturer’s models.

   Upon activation the OC-904 needs to see a positive voltage on the red wire before the door reaches approximately 3 degrees of travel. If this does not occur you may experience difficulty in achieving an appropriate initial setup. If initial setup is achieved in spite of improper voltage you are almost guaranteed a return visit for intermittent ghosting or stalling or both.

   Even though the wiring matrix indicates where the red and black wires should connect we have found that there are exceptions to the rule. Also, just because you have attached the red and black wires to the appropriate locations does not mean you have made a good connection. If connecting to a trigger output, you also need to make sure the output on the door operator is programmed correctly to provide the required signal We STRONGLY recommend performing the following steps: (steps a. & b. apply to dc motors, c. to AC motors and d. to the Besam CUP)

   1. With power removed, connect the red & black wire from the OC-904 wiring harness as indicated by the Elite wiring matrix. Re-apply power and place the door in the hold open mode. If you do not have a hold open switch then jump activation to hold the door open.
   2. DC Motors: Take a multi-meter and set it to Volts DC. Put the red meter lead where the red wire from the OC-904 connects and put the black meter lead where the black wire from the OC-904 connects. It is best to check the voltage where the red & black wires connect to the harness (pictured below). This will not only identify proper or improper polarity but a bad connection as well.
      
      
      
      
      
      If your meter displays a positive voltage (pictured below) then you are set.
      
      
      
      
      If the meter displays a negative voltage (pictured below) then reverse the OC-904 red and black wire connections.
      
      
      
      
      If the meter displays 0 VDC then you have a bad connection. Identify the bad connection and repair it.
      
      
   3. On AC motors there is no need to verify polarity. Place the multi-meter in Volts AC and verify you read a voltage. If the meter reads 0 VAC, you have a bad connection that needs to be repaired.
   4. On the Besam CUP ensure that the CUP control is programmed in accordance with the notes on the Elite Connection Matrix. Place the Besam three position switch in the off position. Set your multi meter to Volts DC. Put the red meter lead to TB1 pin 19 (red wire from OC-904) and the black meter lead to TB1 pin 13 (black wire from OC904).Manually push the door open while observing the multi-meterThe meter should change from 0 VDC at closed to approximately +18VDC at no more than 3 degrees of door movement. You may need to adjust function F-11 in the Besam operator to accomplish this. NOTE: Optex does not recommend the Elite system on Surface applied CUP’s or software versions older than V6.4).
      
      
2. Setting the Threshold and Swing area angle adjustments properly.
   
   The Pro Swing OA-603 Sensor has two area depth adjustments that can be independently adjusted from +5 deg. Deep to -5 deg. Shallow. Within these two areas the sensor has three rows of infrared detection.
   1. Threshold Area is defined as the first row nearest the face of the door.
   2. Swing Area is defined as row two (middle) and row three (farthest from the face of the door).
   
   
   The threshold area depth adjustment must be set to +5 deg. (Deep).
   
   
   
   
   
   When the threshold area adjustment is set to anything less than +5 degrees (Deep) the first row of infrared is trying to drive thru the door and can cause infrared saturation. This may result in the following conditions:
   • Slow blinking Green L.E.D. (IR saturation) possibly reducing range.
   • Intermittent false detections (solid red or blinking red L.E.D.) possibly causing door to re-cycle, stay open or not open.
   • Sensor may hold detection after area is clear (L.E.D. stays solid red or flashing red after pattern is clear) possibly resulting in excessive hold open time or door not opening intermittently.
   
   
   We recommend the Swing Area Depth Adjustment (see below) be set anywhere from 0 degrees to +5 degrees depending on door size and operating environment. For 42 inch or larger doors Optex recommends starting at +5 degrees. Anything less than 0 degrees may result in infrared saturation or symptoms as described above.
   
   
   
   
   
   
3. Using dipswitch 6 on left bank of dipswitches to reduce pattern depth. When experiencing unwanted detections due to conditions such as side traffic in close proximity to the swing path of the door. Try placing dipswitch 6 of the left bank up to the shallow position (pictured below), rather than adjusting the swing area more shallow (towards 0 degrees).
   
   
   
   
   
   When dipswitch 6 is set to shallow the third row of infrared (furthest from the door) is eliminated only while the door is in motion (opening or closing). This will reduce or eliminate unwanted detections outside of the swing path. Once the door is fully the third row of infrared is used to allow full pattern depth in the closed position.If you have questions, comments or need further info please contact the technical support department at Optex (800)877-6656.

Closing isn't manipulative or tricky
Closing shouldn't be manipulative, tricky or based on a technique you apply at the end of a presentation. Closing should begin the second you qualify a prospect. It's an attitude you maintain throughout the selling process

Reasons sales fail to close
Sales are not closed for two reasons: Either the prospect didn't see the need to make the change, or the salesperson failed to explain the advantages of the product or service being sold.

When you're closing
You begin to close the sale the moment you open it. You're closing when you believe 100% in what you do and what you sell. You're closing by showing prospects a passiioni for what you sell. You're closing when you keep your word, walk your talk, and behave in a thoroughly professional manner.

Intelligent questions
You're closing when you ask intelligent questions to identify the specific ways your products or services will contribute to the lives of your prospects. You're closing when you listen, giving prospects the respect they want and expect. You're closing when you present expert solutions to the specific needs and concerns of your prospects.

Trust in closing
Trust is a key to successful closing. When trust is present, your advice and suggestions are readily taken. Trust reduces the selling cycle considerably, allowing your to take on more prospects and create new customers.

Simple Choices
There's no magic in closing, just simple choices. Prospects may need help in answering questions such as: Is the price justified? Do I need it now? Will it be a problem to change? Before you can close, you have to understand your prospects problem and empathize.

Why the trial close?
The trial close is a question by a salesperson to a prospect asking for an opinion. "What is most important to you about our product?" or "When would our service be o greatest use to you?" A trial close is like a report card that tells you how you're doing because you're able to flush out the prospect's thoughts and feelings.

Timing the trial close
The trial close can be used any time during the presentation to test the waters. Sometimes the answers you get are so strong that you'll have no doubt that it's time to close the sale.

Trial close on buying signals
Buying signals are your signs to trial close so you can see how near prospects are to a buying decision. A strong response to a trial close question is a big indicator. Other buying signals would be a change iin prospects' questions, actions, expressions or comments, such as:

• Changes in attitude
• Leans forward
• Tone of voice changes, up or down
• Expression changes, eyes light up
• Asks questions about the product or service

Three other closes

If the trial close doesn't work, you may want to try one of these strategies, paying attention to the positives and negatives involved.

The Alternate of Choice
This strategy may be useful in situations where an intermediate action step is required. "Sounds like we should set up another appointment. Would early next week work for you, or would you rather make it later in the week?" Some prospects are turned off by the alternate choice close because they consider it manipulative. Used carefully, however, it can appear more collaborative.

The Urgency Close
It may be useful to provide the prospect with an immediate incentive to buy now. "Right now it's possible to lock this price in." This type of close should be used with caution. The problem is that you may devalue your product when you base the sale on pricing alone. Higher prices imply higher value, while low prices imply cheapness and a lack of value. Emphasize the uniqueness of the opportunity.

The Balance Sheet Close
In this close, the salesperson takes out a sheet of paper and divides it into two columns, labeled "Pros" and "Cons." Then the prospect lists each pro and con for making the purchase that day. The problem with this type of close is that you're pointing out all of the cons for buying. Be sure you have probed for the prospect's needs sufficiently to draw out all the pros.