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	<title>Noua Vanzare &#187; Concepte de vanzare</title>
	<atom:link href="http://training-vanzari.ro/category/concepte-de-vanzare/feed/" rel="self" type="application/rss+xml" />
	<link>http://training-vanzari.ro</link>
	<description>“The purpose of business is to create and keep a customer.” Peter Drucker</description>
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						<item>
		<title>De ce trebuie sa mintim?</title>
		<link>http://training-vanzari.ro/2012/05/de-ce-trebuie-sa-mintim/</link>
		<comments>http://training-vanzari.ro/2012/05/de-ce-trebuie-sa-mintim/#comments</comments>
		<pubDate>Tue, 22 May 2012 04:00:40 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Analiza]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Shopper]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13598</guid>
		<description><![CDATA[&#8220;Suntem cea mai mare firma din domeniu, din tara.&#8221; &#8220;Din momentul platii, in 2 zile va livram produsul.&#8221; &#8220;Orice service se rezolva in cateva ore de la primul telefon. Chiar si daca e duminica. Chiar si in ziua de Craciun.&#8221; &#8220;Toate produsele noastre au 10 ani garantie. Sigur, excluzand componentele de uzura.&#8221; &#8220;N-o sa gasiti [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/de-ce-trebuie-sa-mintim/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Solutii simple, dar curajoase</title>
		<link>http://training-vanzari.ro/2012/05/solutii-simple-dar-curajoase/</link>
		<comments>http://training-vanzari.ro/2012/05/solutii-simple-dar-curajoase/#comments</comments>
		<pubDate>Fri, 18 May 2012 05:26:19 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare pe internet]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13550</guid>
		<description><![CDATA[Intr-o lume in care solutiile abunda, diferenta o face curajul. Care se traduce, de multe ori, in capacitatea (si dorinta) de a lua decizii, si de a fi responsabil pentru acestea. Eu am crescut (= am fost invatat) si am trait intr-o lume care functiona astfel: daca am o problema, sa ma adresez unuia care [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/solutii-simple-dar-curajoase/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>&#8220;Dati-mi un motiv pentru care sa cumpar de la Dvs..&#8221;</title>
		<link>http://training-vanzari.ro/2012/05/dati-mi-un-motiv-pentru-care-sa-cumpar-de-la-dvs/</link>
		<comments>http://training-vanzari.ro/2012/05/dati-mi-un-motiv-pentru-care-sa-cumpar-de-la-dvs/#comments</comments>
		<pubDate>Tue, 08 May 2012 05:00:21 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare pe internet]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>
		<category><![CDATA[Vanzare veche]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13438</guid>
		<description><![CDATA[Faceti un experiment: fara nici o pregatirea prealabila. La sedinta de dimineata, cereti vanzatorilor sa scrie, pe o bucata de hartie, un singur motiv pentru care merita sa cumperi de la firma ta, si nu de la o alta firma concurenta. In 60 de secunde. (Maxim 2 minute.) Evaluati, apoi, raspunsurile primite: Orice raspuns general, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/dati-mi-un-motiv-pentru-care-sa-cumpar-de-la-dvs/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Daca te costa bani, se cheama ca nu e spam?&#8230;</title>
		<link>http://training-vanzari.ro/2012/04/daca-te-costa-bani-se-cheama-ca-nu-e-spam/</link>
		<comments>http://training-vanzari.ro/2012/04/daca-te-costa-bani-se-cheama-ca-nu-e-spam/#comments</comments>
		<pubDate>Thu, 19 Apr 2012 05:00:02 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare pe internet]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13115</guid>
		<description><![CDATA[Trebuie sa recunoastem ca, de fapt, suntem ipocriti: nu ne place spam-ul, dar cumparam, cu placere, daca primim o oferta fabuloasa pentru ceva ce folosim. Nu ma credeti?&#8230; Ganditi-va la un obiect pe care l-ati cumparat in ultimele saptamani. Acum, impartiti pretul la 3, si inchipuiti-va ca ati primi un spam cu aceasta oferta. Cred ca [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/daca-te-costa-bani-se-cheama-ca-nu-e-spam/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Distanta de la nume la beneficiu</title>
		<link>http://training-vanzari.ro/2012/04/distanta-de-la-nume-la-beneficiu/</link>
		<comments>http://training-vanzari.ro/2012/04/distanta-de-la-nume-la-beneficiu/#comments</comments>
		<pubDate>Sat, 14 Apr 2012 05:00:20 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13107</guid>
		<description><![CDATA[De ce nu functioneaza painea feliata Savoria? Simplu: numele promite prea mult (= savoare) fata de ceea ce e: o paine feliata, rapida, cu ceva antifungice in ea sa nu mucegaieasca repede, si tinuta in punga &#8211; asa tine mai mult. O fi romanul prost, dar nu e chiar atat de prost. Daca ii spune [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/distanta-de-la-nume-la-beneficiu/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Si, totusi&#8230; poate ca, totusi,  trebuie sa si VREI sa vinzi</title>
		<link>http://training-vanzari.ro/2012/03/si-totusi-poate-ca-totusi-trebuie-sa-si-vrei-sa-vinzi/</link>
		<comments>http://training-vanzari.ro/2012/03/si-totusi-poate-ca-totusi-trebuie-sa-si-vrei-sa-vinzi/#comments</comments>
		<pubDate>Fri, 30 Mar 2012 03:42:07 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12887</guid>
		<description><![CDATA[Cum pot fi rau interpretate si puse in practica conceptele din Noua Vanzare? Victimizare in loc de intentie superioara. Intentie superioara inseamna sa ajuti clientul sa gaseasca o solutie pentru problema pe care o are, nu sa vrei neaparat sa vinzi &#8211; in sensul de a obtine o tranzactie, de a pleca cu o comanda. [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/si-totusi-poate-ca-totusi-trebuie-sa-si-vrei-sa-vinzi/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Nu poti convinge un client ca n-are dreptate</title>
		<link>http://training-vanzari.ro/2012/03/nu-poti-convinge-un-client-ca-n-are-dreptate/</link>
		<comments>http://training-vanzari.ro/2012/03/nu-poti-convinge-un-client-ca-n-are-dreptate/#comments</comments>
		<pubDate>Tue, 27 Mar 2012 05:01:41 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12909</guid>
		<description><![CDATA[Atunci cand ti se aduce o reclamatie, sau o obiectie, prima reactie a celui care interactioneaza cu clientul e sa-l corecteze. &#8216;Nu, nu-i asa, haideti sa va explic&#8230;&#8217;. E inutil. Chiar daca vei explica clientului ca n-are dreptate, nu va accepta explicatia ta, oricat de logica ar fi. Va intelege (sau, se va preface ca [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/nu-poti-convinge-un-client-ca-n-are-dreptate/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cum sa vinzi cand ai dezavantaj de pret</title>
		<link>http://training-vanzari.ro/2012/03/cum-sa-vinzi-cand-ai-dezavantaj-de-pret/</link>
		<comments>http://training-vanzari.ro/2012/03/cum-sa-vinzi-cand-ai-dezavantaj-de-pret/#comments</comments>
		<pubDate>Sat, 10 Mar 2012 05:04:45 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12661</guid>
		<description><![CDATA[Cea mai grea situatie din vanzari (in ziua de azi, in Romania) e cand vinzi ceva care e cu 10&#8230;20% mai scump decat produsul similar de la concurenta ta. Si, ca sa fac lucrurile si mai grele, nu ma refer la o vanzare B2B, sau catre o structura multietajata, sau cu un proces lung de [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/cum-sa-vinzi-cand-ai-dezavantaj-de-pret/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Less for less: cat de jos poti sa cobori pretul? (sau: Cat de mult poti scadea calitatea serviciilor?)</title>
		<link>http://training-vanzari.ro/2012/03/less-for-less-cat-de-jos-poti-sa-cobori-pretul-sau-cat-de-mult-poti-scadea-calitatea-serviciilor/</link>
		<comments>http://training-vanzari.ro/2012/03/less-for-less-cat-de-jos-poti-sa-cobori-pretul-sau-cat-de-mult-poti-scadea-calitatea-serviciilor/#comments</comments>
		<pubDate>Fri, 09 Mar 2012 11:24:10 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Customer service]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Tepe si tepari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12632</guid>
		<description><![CDATA[Cu cat platesti mai putin, calitatea serviciilor primite scade. Daca am compara cu Vestul, se poate ca produsul e acelasi, dar, atunci cand vorbesti de montaj, service, garantie, ajustare/ customizare, mod de interactie cu clientul: evident, in Romania, lucrurile stau cu mult, mult mai prost. Sigur, daca spui asta unui roman, n-o sa fii crezut: pentru [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/less-for-less-cat-de-jos-poti-sa-cobori-pretul-sau-cat-de-mult-poti-scadea-calitatea-serviciilor/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Reclame potrivite cu Noua Vanzare</title>
		<link>http://training-vanzari.ro/2012/03/reclame-potrivite-cu-noua-vanzare/</link>
		<comments>http://training-vanzari.ro/2012/03/reclame-potrivite-cu-noua-vanzare/#comments</comments>
		<pubDate>Sat, 03 Mar 2012 05:09:27 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12285</guid>
		<description><![CDATA[Detasare (de rezultat), autenticitate, sinceritate, deschidere, vulnerabilitate, atractie: Astea cum vi se par?&#8230;  Sunt de Noua Vanzare, sau de manipulare?&#8230;]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/reclame-potrivite-cu-noua-vanzare/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>Despre fripturisti (Gratis! nu functioneaza, bine, in Romania)</title>
		<link>http://training-vanzari.ro/2012/02/despre-fripturisti-gratis-nu-functioneaza-bine-in-romania/</link>
		<comments>http://training-vanzari.ro/2012/02/despre-fripturisti-gratis-nu-functioneaza-bine-in-romania/#comments</comments>
		<pubDate>Wed, 29 Feb 2012 05:07:16 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Lumea politica]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12491</guid>
		<description><![CDATA[Am scris mai demult un articol, in care scoteam in evidenta si laudam calitatile lui Gratis! Si, intr-adevar, functioneaza. Cea mai buna cale de a introduce un curios sau un bogat in universul solutiei tale (atentie, pentru indurerati e pierdere de bani, in realitate) e sa-i dai posibilitatea de a-ti incerca solutia (produsul sau serviciul [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/despre-fripturisti-gratis-nu-functioneaza-bine-in-romania/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cele 7 pacate (care vand). Pacatul nr. 1: Avaritia (lacomia dupa bani)</title>
		<link>http://training-vanzari.ro/2012/02/cele-7-pacate-care-vand-pacatul-nr-1-avaritia-lacomia-dupa-bani/</link>
		<comments>http://training-vanzari.ro/2012/02/cele-7-pacate-care-vand-pacatul-nr-1-avaritia-lacomia-dupa-bani/#comments</comments>
		<pubDate>Tue, 28 Feb 2012 05:02:32 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Incredere]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Vanzare veche]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12471</guid>
		<description><![CDATA[[urmarea a unui articol precedent] 1. AVARITIA (Lacomia de bani). Am vorbit, de multe ori, despre nevoia unui cadou, a unui loss leader, ca sa poti intra in contact cu cineva, sa poti initia o discutie. De departe, cele mai eficiente cadouri sunt cele care se adreseaza lacomiei oamenilor. Ofera ceva, cu un pret sau [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/cele-7-pacate-care-vand-pacatul-nr-1-avaritia-lacomia-dupa-bani/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Exemplu de vanzator din Noua Vanzare</title>
		<link>http://training-vanzari.ro/2012/02/exemplu-de-vanzator-din-noua-vanzare/</link>
		<comments>http://training-vanzari.ro/2012/02/exemplu-de-vanzator-din-noua-vanzare/#comments</comments>
		<pubDate>Mon, 27 Feb 2012 10:38:14 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12485</guid>
		<description><![CDATA[Vrea sa-si ajute clientul (intentie superioara). Este dedicat servirii clientului (dar nu il servitoreste pe acesta). Nu e atasat de rezultat (nu ii pasa foarte mult de bani, si de obtinerea unei tranzactii imediate). Cel care detine puterea e cel care are solutia, nu cel care are problema. Vanzatoru decide daca lucreaza cu un client [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/exemplu-de-vanzator-din-noua-vanzare/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cele 7 pacate (care vand)</title>
		<link>http://training-vanzari.ro/2012/02/cele-7-pacate-care-vand/</link>
		<comments>http://training-vanzari.ro/2012/02/cele-7-pacate-care-vand/#comments</comments>
		<pubDate>Mon, 27 Feb 2012 05:01:50 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12470</guid>
		<description><![CDATA[M-au provocat, la un curs, vanzatorii unei firme de birotica, privind definitia vanzarii: actul de dezvoltare a unei solutii pentru o problema a clientului intr-un cadru de incredere. Mi-au zis ca la ei nu merge. Trebuie sa faci ceva &#8211; o hotie, o smecherie &#8211; sa ajungi macar sa stai de vorba cu clientul potential. [...]]]></description>
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