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	<title>Noua Vanzare &#187; Gandire pozitiva</title>
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	<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 nu e bine sa avem asteptari</title>
		<link>http://training-vanzari.ro/2012/05/de-ce-nu-e-bine-sa-avem-asteptari/</link>
		<comments>http://training-vanzari.ro/2012/05/de-ce-nu-e-bine-sa-avem-asteptari/#comments</comments>
		<pubDate>Wed, 16 May 2012 04:03:00 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Cariera in vanzari]]></category>
		<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13545</guid>
		<description><![CDATA[Remarcati ceva: libertatea (inclusiv cea de a alege) merge mana-n mana cu nefericirea. In vremurile comuniste, nu aveai din ce alege. Si nici vecinul tau nu avea o masina mai buna decat a ta. Paradoxal, si in prostia lor, oamenii erau mai fericiti. Acum, alegerea e a noastra (si a fiecaruia, in parte). In fiecare [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/de-ce-nu-e-bine-sa-avem-asteptari/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Autenticitatea (gesturi mici, care fac diferenta)</title>
		<link>http://training-vanzari.ro/2012/05/autenticitatea-gesturi-mici-care-fac-diferenta/</link>
		<comments>http://training-vanzari.ro/2012/05/autenticitatea-gesturi-mici-care-fac-diferenta/#comments</comments>
		<pubDate>Wed, 09 May 2012 05:00:56 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></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>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13447</guid>
		<description><![CDATA[Mi-am pus dintotdeauna intrebarea de ce Jamie Oliver e mai atragator (ca si bucatar) decat multi altii. Nu e mai frumos, nu gateste neaparat mai bine, (am fost la restaurantul lui, seventeen, si am fost total dezamagit &#8211; am mancat chiar prost), nu mai e (chiar) la prima tinerete, nu spune (neaparat) lucruri noi, dimpotriva&#8230; [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/autenticitatea-gesturi-mici-care-fac-diferenta/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Bidon &#8211; larva de parizer</title>
		<link>http://training-vanzari.ro/2012/04/bidon-larva-de-parizer/</link>
		<comments>http://training-vanzari.ro/2012/04/bidon-larva-de-parizer/#comments</comments>
		<pubDate>Sun, 08 Apr 2012 05:06:19 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Diverse]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13087</guid>
		<description><![CDATA[Mi-a fost colega in clasa a opta din scoala generala. Sui, hatrul clasei, ii daduse, cu rautatea specifica varstei, o porecla geniala: Bidon &#8211; larva de parizer. Era o fata timida, in orice caz nu frumoasa, cu niste sani mari, aproape cubici, si o carnatie moale, ca de piftie. Avea o cinematica ciudata a mersului: calca [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/bidon-larva-de-parizer/feed/</wfw:commentRss>
		<slash:comments>2</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>Decantarea bascaliei</title>
		<link>http://training-vanzari.ro/2012/03/decantarea-bascaliei/</link>
		<comments>http://training-vanzari.ro/2012/03/decantarea-bascaliei/#comments</comments>
		<pubDate>Wed, 21 Mar 2012 05:08:53 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Lumea politica]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12878</guid>
		<description><![CDATA[Interesul vanzatorului e sa se ajunga la o rezolutie: clientul sa ia o decizie. Alternativa e grava si costisitoare: stalling (= impotmolire), proces de vanzare prelungit, pierdere de timp, scaderea productivitatii. Din 2 motive: daca nu-si simte (inca) durerea sau daca dimensiunea durerii e mai mica decat dimensiunea solutiei (&#8216;durerii solutiei&#8217;, daca vreti) si daca [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/decantarea-bascaliei/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>Care e prima chestie pe care ar trebui s-o faci, pe drumul cel bun</title>
		<link>http://training-vanzari.ro/2012/03/care-e-prima-chestie-pe-care-ar-trebui-s-o-faci-pe-drumul-cel-bun/</link>
		<comments>http://training-vanzari.ro/2012/03/care-e-prima-chestie-pe-care-ar-trebui-s-o-faci-pe-drumul-cel-bun/#comments</comments>
		<pubDate>Mon, 05 Mar 2012 05:05:11 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12554</guid>
		<description><![CDATA[Nu e usor sa predai Noua Vanzare. Conceptele sunt atat de noi si de diferite fata de ceea ce se stie si se practica in profesia vanzarilor, ca, de multe ori, prima impresie e mai curand derutanta. Principala mea problema e lipsa de autoritate (ca la expertiza o duc binisor): cine esti tu, Curca, sa [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/care-e-prima-chestie-pe-care-ar-trebui-s-o-faci-pe-drumul-cel-bun/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Ce faci cand dai de cineva cu care nu te potrivesti?</title>
		<link>http://training-vanzari.ro/2012/03/ce-faci-cand-dai-de-cineva-cu-care-nu-te-potrivesti/</link>
		<comments>http://training-vanzari.ro/2012/03/ce-faci-cand-dai-de-cineva-cu-care-nu-te-potrivesti/#comments</comments>
		<pubDate>Sun, 04 Mar 2012 20:51:16 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Cariera in vanzari]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tepe si tepari]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12547</guid>
		<description><![CDATA[Si nu vorbesc de relatia personala &#8211; acolo cam stie oricine raspunsul &#8211; ci de business. Am avut, de curand, cateva intalniri cu potentiali parteneri de afaceri (eu nu-mi mai numesc clientii: clienti, ci, prin durata proiectelor pe care trebuie sa le intreprind, sunt deja potentiali parteneri). Una dintre ele a fost de pomina: clientul [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/ce-faci-cand-dai-de-cineva-cu-care-nu-te-potrivesti/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>Motivarea inversa</title>
		<link>http://training-vanzari.ro/2012/02/motivarea-inversa/</link>
		<comments>http://training-vanzari.ro/2012/02/motivarea-inversa/#comments</comments>
		<pubDate>Tue, 21 Feb 2012 05:05:36 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Uncategorized]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12412</guid>
		<description><![CDATA[O gradinita din Israel intampina o problema: parintii nu veneau sa-si ia, la timp, copiii seara. Desi programul de lucru era pana la 17:00, multi parinti ajungeau 10, 15 minute, ba chiar si 1 ora mai tarziu: cu diverse motivari. Ca sa-i determine pe parinti sa ajunga la timp, conducerea gradinitei a instituit o taxa/ [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/motivarea-inversa/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Principala sursa a esecului: reciprocarea raului</title>
		<link>http://training-vanzari.ro/2012/02/prinicipala-sursa-a-esecului-reciprocarea-raului/</link>
		<comments>http://training-vanzari.ro/2012/02/prinicipala-sursa-a-esecului-reciprocarea-raului/#comments</comments>
		<pubDate>Sun, 19 Feb 2012 05:06:33 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Cariera in vanzari]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Managementul timpului]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Uncategorized]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12320</guid>
		<description><![CDATA[Sunt un mare amator de reciprocitate. Imi dai, iti dau. Iti dau, si astept sa primesc inapoi. Dar exista o varianta rea a reciprocitatii: mi-ai facut rau, astept sa ti-l fac inapoi. (Unii mai numesc asta razbunare, eu ii spun reciprocare negativa.) De ce e rea, si de ce numesc eu asta ca fiind principala [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/prinicipala-sursa-a-esecului-reciprocarea-raului/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Vinzi oricui?&#8230;</title>
		<link>http://training-vanzari.ro/2012/02/vinzi-oricui/</link>
		<comments>http://training-vanzari.ro/2012/02/vinzi-oricui/#comments</comments>
		<pubDate>Wed, 15 Feb 2012 05:05:15 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Dialog cu cititorii]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tepe si tepari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12263</guid>
		<description><![CDATA[Cand lucrezi intr-o firma mare, ti se spune sa vinzi oricui, oriunde, si, in linii mari, oricum, numai sa-ti iei banii. (Cand lucram in Procter, am vandut, linistit, si unei fabrici de detergent din Giurgiu, unei alteia din Covasna, tuturor distribuitorilor de Henkel, si numai 2% a fost diferenta pana la a face o prima [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/vinzi-oricui/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Diferenta dintre verticalitate si neprofesionalism</title>
		<link>http://training-vanzari.ro/2012/02/diferenta-dintre-verticalitate-si-neprofesionalism/</link>
		<comments>http://training-vanzari.ro/2012/02/diferenta-dintre-verticalitate-si-neprofesionalism/#comments</comments>
		<pubDate>Thu, 09 Feb 2012 05:02:56 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Customer service]]></category>
		<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12158</guid>
		<description><![CDATA[Cu ani in urma, la un curs de vanzari open (pe vremea aia mai faceam asa ceva), i-am spus unui cursant, la jocurile de rol, ca nu trebuie sa se lase calcat in picioare de un client mitocan si plin de rahat si de obiectii false, numai ca sa obtina o vanzare. (Oarecum, feed-back-ul asta [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/diferenta-dintre-verticalitate-si-neprofesionalism/feed/</wfw:commentRss>
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