{ how much the sudden outbreak in 2020 will affect the construction machinery is still hard to judge. Also some people say, the actual strength of the agent may be because of broken blood at this point, because sales companies still rely on sales signed, the current sales can not be carried out, customers can not visit, the company has no income to bear the rent water and electricity personnel wages, will directly bring real money loss, how to do this period of time?

The essence of the problem is: In the face of the epidemic epidemic closed city road shutdown production company losses are increasing, construction machinery agents how to do...... Throughout the &;

My general policy is: Try to stay alive when the wind is upwind, make sure you're there before the wind comes, and try to have someone to play with when the wind is up. .

In recent days, I believe that we have seen many reviews of SARS in 2003. Alibaba, jingdong, ctrip and other giants have survived successfully in the face of adversity, and seized the turnaround in the crisis such as offline to online, industry retaliation rebound and so on, and finally succeeded.

How do you do that? Let me summarize a few points for your reference:

1. Accept losses and control expenses:

This is certainly not the best time to scale up, invest more and expect high returns. Everyone's mood can be understood, construction machinery is a high-cost operation, a penny of profit has not come in, a lot of capital will go out, it is not the best time to invest and expand; Because on the one hand, new opportunities have not yet surfaced, on the other hand, your industry upstream and downstream has not yet fully digested the crisis, you fight alone, run too far, easy to break bones and consume vitality.

On the contrary, it is true to beat your peers. The outbreak hit the industry is fair, the key is to see who saves the strength to recover first. & other; The fist is drawn in for the better. First cut off all unnecessary expenses, as soon as possible to collect payment for goods to return funds, rapid delivery to reduce inventory, loss or earn are temporary, cash flow is your lifeblood.

For sales team management, unnecessary travel and customer visits can be reduced. Some of the previous last place elimination mechanism still continue to do, to let the good people stay, not suitable people to leave as soon as possible, at this time light pack is the most important, to be prepared for half a year or more of continuous low income psychological preparation and financial preparation.

ii. Stabilize customers and protect the team:

The client's difficulties are the same as ours in times of emergency. Projects are stalled or delayed, so people and equipment cannot be moved, but the financing for the mortgage payment still needs to be paid. Visionary agents have already begun to coordinate the upstream factory and financing institutions to provide payment and interest-free policy, there are some agents has been launched to customer care activities, pay a return visit to communicate with the customers, calm down and talk with customers to make friends, solve the problem of some legacy of rapid development in the past period, let the customer feel the warm heart; To give customers some love, help customers through the difficulties is the greatest protection for customers. The customer is in the future, the situation and the challenge is indeed changed, but you still put the customer in the first place in your eyes the truth has not changed, the disaster is also a good time for you to put money into the customer's emotional account, I believe after the outbreak of the customer will give you a satisfactory return!

In case of epidemic, in fact, the first wave suffered a blow, is often the forefront of the sales team, this time, you need to adjust the focus of the team, more understanding and care, always pay attention to the physical and mental health of employees. As the team leader, please let your staff see your video and hear your voice as much as possible. Let them face up to the epidemic and get approval for the company's decisions through communication. Of course, firing some sales staff is also a way to cut costs, but the downside is that those who stay are easily unsettled and chilled, and if the market recovers, there will be no time to train new hires. Pay in full through gritted teeth? The advantage is that the team is stable, the disadvantage is that the company can not survive three months will collapse, the skin does not exist, all people still have to lose their jobs.

My suggestion is to keep the base salary and defer the bonus commission. On the one hand, sales is to take performance pay, low base salary high commission is beyond reproach; On the other hand, deferring bonus and commission payments can help the company and others get through the tough times together. Of course, the key to these actions is to communicate well with the team. If employees have difficulties in a short period of time, those who can't stay will have a good chance to get together and leave. After all, everyone has a family to support. The remaining staff are united, waiting for the company to slow down, and then as soon as possible to pay off the overdue bonus commission. During the SARS epidemic in 2003, all employees of alibaba worked from home. Jack ma and COO guan mingsheng took their address book and called all employees one by one to care about their lives. Just imagine what it would be like if the person in charge didn't listen to his subordinates, or if he called just to push sales and the market to force performance.

So focus on the customer and the team quickly, as soon as the outbreak is over, don't be the last leg of the drum roll. Because at this time, the market is in the state of hunger, once the market recovered, the peer will move quickly, until the outbreak is completely over the chance to move. At the same time to mobilize all staff, do not divide what logistics and frontline, the enemy is all the staff must go into battle!

3, looking for depressions, waiting for opportunities to recover:

Just like the fluctuation of the stock market, ups and downs mean opportunities. The economic cycle is often the process of inflation, stagflation, recession and revival. Major social changes are pregnant with unsatisfied consumption behaviors. For example, the visual opportunity is … Approval prior to the outbreak of the construction project, project bidding information, network product promotion, online sales, online learning, online booking shipping, etc., after the outbreak of the country will start the stable economic policy, including but not limited to the easing of loose monetary policy, real estate regulation and land policy actively, will usher in a new wave of growth. Crisis is the opportunity born in danger. No matter for the enterprise or the micro sales staff, they have different opportunities from a sunset industry to a sunrise industry. The key lies in whether they find it or not. So don't simply think that the sales opportunity is as simple as 1+1=2, the essence is still to grasp the needs of the user and the actual experience.

iv. Strengthening training and training teams:

An industry veteran once Shared his business philosophy with me: Develop your business when the environment is good, train your team when the environment is bad. . The external environment is not always good, blindly advance is actually abnormal, there is a spring and winter is the normal law of nature. The same is true in business, where the key is not when the environment is good, but when the environment is bad you are still alive and you have a team to help you achieve your goals.

so, how to train the sales force, I have three Suggestions:

First, strengthen training: before the market is good, everyone is busy on the business, now suddenly idle, the market may not recover for a while. At this time, please extract the work experience of the business backbone, role play in the team, recording training videos, video learning interaction, etc., do not make mistakes in cutting wood, until the market re-up, your team can reload;

Second, user analysis and file arrangement: since it is temporarily impossible to directly contact with offline business, it is better to calm down, listen to customers' comments on the company and products, make some remote calls or WeChat visits, listen to their opinions and Suggestions, and calm down to do some improvement solutions. At the same time, some not so critical position personnel, arrange them to work from home, help the sales staff to sort out the customer file, for your next stage to do some knowledge reserves.

Third, recruitment: through telephone or video interview to pick up talent leakage. Hiring freezes during tough times, but that doesn't mean you won't keep looking. In the wake of the great upheaval, some people are going to leave their original companies, probably people you would never have thought of before. Not necessarily let the other party immediately into the job, now he can't do anything. But you stay in close contact with them, and once you get through the outbreak and the market starts, you can sign them up.

In a word, the method is always more than the difficulty, the epidemic period do not be confused do not panic, to learn to use free time online marketing, after the market, leasing and customer segmentation to prepare for the transformation, the accumulation of strength thick thin hair, so that the opportunity to come when you can quickly stage a comeback! author: wang yusheng

author introduction

Wang yusheng, graduated from hefei university of technology, majored in electrical automation. He once worked in state-owned enterprises and media. He joined the construction machinery industry in 2004 and worked as a marketing manager of construction machinery agents. I have been in charge of the operation and operation of provincial and large-area marketing companies for a long time. I have rich front-line experience and successful marketing cases. I have unique insights on the development trend, talent structure and industry characteristics of the construction machinery industry. At present, I am working in sichuan company of qianlima group.