Why Do Many Telecom Sales Reps Struggle to Adapt—And What’s the Fix?
The telecommunications industry in Indonesia faces increasingly complex challenges. Declining data and broadband prices, coupled with increased usage, are squeezing profit margins. Telkom CEO Ririek Adriansyah highlighted this, emphasizing the importance of efficiency in capital expenditure (capex) and operational expenditure (opex). Price competition, particularly in the mobile sector, is another challenge, considering Indonesia's data prices are among the lowest globally. So, how can roleplay, powered by AI technology like Elwyn.ai, help telecommunications companies navigate these challenges?
Navigating Price Complexity and Competition
Roleplay with Elwyn.ai allows sales teams to practice handling price pressure. Simulating negotiations with clients demanding discounts based on competitor pricing, coupled with instant feedback from Elwyn.ai, prepares sales teams to maintain profitability. Elwyn.ai also analyzes customer objection patterns related to pricing and offers optimal solutions, turning objections into opportunities.
Adapting to Shifting Consumer Behavior
Ririek Adriansyah also highlighted the cannibalization between home WiFi and mobile data. The increasing use of IndiHome WiFi to download content subsequently consumed on mobile devices demonstrates shifting consumer behavior. Roleplay with Elwyn.ai helps sales teams understand this shift. By simulating conversations with customers exhibiting this behavior, sales teams can identify needs and offer appropriate solutions, such as data packages integrated with home WiFi services.
Reaching Untapped Markets: The Fixed Broadband Challenge
IndiHome fixed broadband user growth is slowing, despite a large customer base. Relatively high service costs and infrastructure limitations pose obstacles. Ririek Adriansyah mentioned the significant market potential if monthly prices could be lowered. Here, Elwyn.ai plays a crucial role. By analyzing market data and potential customer profiles, Elwyn.ai can help sales teams identify the right market segments and develop effective sales strategies to reach untapped markets. Roleplay exercises with scenarios tailored to these target markets will enhance sales teams' ability to offer relevant and affordable solutions.
Feedback, Continuous Improvement, and Elwyn.ai
Elwyn.ai not only provides a dynamic roleplay platform but also delivers in-depth performance analysis, including intonation, word choice, and strategies employed. Constructive feedback and personalized training recommendations from Elwyn.ai ensure sales teams continuously improve their skills and adapt to the ever-changing dynamics of the telecommunications market.
By integrating roleplay powered by Elwyn.ai, telecommunications companies can address the complex challenges they face and seize growth opportunities in a dynamic market. Contact the Elwyn.ai team for more information.
