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	<title>Noua Vanzare &#187; Inchideri</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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		<title>Timpul potrivit</title>
		<link>http://training-vanzari.ro/2010/07/timpul-potrivit/</link>
		<comments>http://training-vanzari.ro/2010/07/timpul-potrivit/#comments</comments>
		<pubDate>Tue, 13 Jul 2010 16:34:25 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=9489</guid>
		<description><![CDATA[Intr-o secventa de vanzare, exista intotdeauna un timp potrivit sa sugerezi inceperea unei colaborari sau efectuarea unei tranzactii.
Prea devreme, si clientul va fi socat, dezgustat de intentia ta de a vinde, si nu va cumpara. Prea tarziu, si clientul isi va fi pierdut entuziasmul, sau deja va fi cautat un alt furnizor similar.
De obicei, acest moment [...]]]></description>
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		<title>&#8220;Ramane?&#8230;&#8221;. &#8220;Da. Ma-ta ramane. Sa mai fete inca un stupid ca tine pe lumea asta.&#8221;</title>
		<link>http://training-vanzari.ro/2010/05/ramane-da-ma-ta-ramane-sa-mai-fete-inca-un-stupid-ca-tine-pe-lumea-asta/</link>
		<comments>http://training-vanzari.ro/2010/05/ramane-da-ma-ta-ramane-sa-mai-fete-inca-un-stupid-ca-tine-pe-lumea-asta/#comments</comments>
		<pubDate>Mon, 03 May 2010 12:21:50 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=9163</guid>
		<description><![CDATA[Am mers duminica in Baneasa Shopping City: sa casc gura, si sa-mi gasesc o camasa haioasa, pe care o vazusem la un client. Camasa n-am gasit &#8211; cred ca era dintr-o colectie trecuta &#8211; dar, in schimb, am avut ocazia sa fiu oripilat de vanzatorii (de ocazie) de la feluritele magazine. Nu toti (de exemplu, [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<item>
		<title>100 de spuse care vand (refacut si imbunatatit)</title>
		<link>http://training-vanzari.ro/2010/01/100-de-spuse-care-vand-refacut-si-imbunatatit/</link>
		<comments>http://training-vanzari.ro/2010/01/100-de-spuse-care-vand-refacut-si-imbunatatit/#comments</comments>
		<pubDate>Mon, 11 Jan 2010 14:49:51 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=8094</guid>
		<description><![CDATA[Am mai adaugat niste spuse, si am cizelat altele. Descarca si trimite  mai departe! (Cea mai usoara cale de a obtine vanzari.)
SpuseCareVand


			
				
			
		
]]></description>
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		<slash:comments>0</slash:comments>
		</item>
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		<title>Vanzarea comparativa</title>
		<link>http://training-vanzari.ro/2009/10/vanzarea-comparativa/</link>
		<comments>http://training-vanzari.ro/2009/10/vanzarea-comparativa/#comments</comments>
		<pubDate>Sat, 31 Oct 2009 09:31:49 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Prezentari]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=6516</guid>
		<description><![CDATA[Dupa mine, nu exista masina mai plictisitoare decat Ford Focus. Si asta, in pofida faptului ca m-am simtit intotdeauna bine intr-un Ford: mi-a dat acea senzatie de&#8230; eee&#8230; lucru bine facut. La viata mea, am incercat sa cumpar un Focus de vreo 4 ori: si de fiecare data am dat chix. Ma rog, la asta [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Cunoasterea clientului (99 de intrebari din vanzarea veche)</title>
		<link>http://training-vanzari.ro/2009/10/cunoasterea-clientului-99-de-intrebari-din-vanzarea-veche/</link>
		<comments>http://training-vanzari.ro/2009/10/cunoasterea-clientului-99-de-intrebari-din-vanzarea-veche/#comments</comments>
		<pubDate>Tue, 27 Oct 2009 14:18:40 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Analiza]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=5267</guid>
		<description><![CDATA[In vanzarea veche, teoria spune ca, daca pui intrebarile corecte, poti sa generezi vanzare: ca e AIDA, ca e PSF (FVP), ideea e cam aceeasi.
[Intrebari intelectuale, intrebari emotionale, palnia: succesiunea de intrebari]
Toata lumea stie sa puna intrebari: si e cam primul lucru care se invata, la fiecare curs de vanzari. Acum, nu toti stiu sa [...]]]></description>
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		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>&#8216;Special pentru tine&#8217;</title>
		<link>http://training-vanzari.ro/2009/09/special-pentru-tine/</link>
		<comments>http://training-vanzari.ro/2009/09/special-pentru-tine/#comments</comments>
		<pubDate>Fri, 18 Sep 2009 16:26:53 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=5562</guid>
		<description><![CDATA[&#8216;Bunica mea m-a invatat reteta asta pe patul de moarte, si eu am facut asta, azi, special pentru tine&#8230;&#8217;. Orice spusa, atunci cand e &#8216;pivotata&#8217;, adica, sustinuta de o explicatie, devine, brusc, mult mai puternica.
Inchiderea &#8216;doar pentru tine&#8217; se bazeaza pe acelasi mecanism, combinat cu cel de putinatate.

Sigur, in cazul de fata e o minciuna [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/09/special-pentru-tine/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Prezentari, cineva?</title>
		<link>http://training-vanzari.ro/2009/08/prezentari-cineva/</link>
		<comments>http://training-vanzari.ro/2009/08/prezentari-cineva/#comments</comments>
		<pubDate>Fri, 28 Aug 2009 07:31:39 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Prezentari]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=5258</guid>
		<description><![CDATA[Prezentarile stimuleaza obiectiile. Orice face o prezentare, in cel mai rau caz, powerpoint, unui client, nu numai ca nu vinde, dar ii da motive sa obiecteze. Obiectiile, la randul lor, ca sa fie rezolvate, cer inchideri. Inchiderile, pentru ca, de cele mai multe ori cer comanda, si nu o decizie, stimuleaza apetitul pentru intentie inferioara. [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/08/prezentari-cineva/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>Brosura de inchideri, GRATIS!</title>
		<link>http://training-vanzari.ro/2009/08/brosura-de-inchideri-gratis/</link>
		<comments>http://training-vanzari.ro/2009/08/brosura-de-inchideri-gratis/#comments</comments>
		<pubDate>Thu, 20 Aug 2009 10:56:15 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Dialog cu cititorii]]></category>
		<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=4801</guid>
		<description><![CDATA[Puteti descarca o selectie a brosurii aici. Daca doriti si restul brosurii, va rog, cititi mai jos.
Vinzi mai bine cand esti inspirat. Insa, trebuie sa recunoastem, Romania nu e chiar locul propice pentru inspiratie: dimpotriva. Dupa primele doua ore in trafic, si trei mitocani de clienti, care mai-mai ca nu scuipa pe tine, vorbesti mai curand despre rezistenta, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/08/brosura-de-inchideri-gratis/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Mecanismele influentarii: Ce stiam noi mai demult, dar ne-au confirmat americanii acum</title>
		<link>http://training-vanzari.ro/2009/08/mecanismele-influentarii-ce-stiam-noi-mai-demult-dar-ne-au-confirmat-americanii-acum/</link>
		<comments>http://training-vanzari.ro/2009/08/mecanismele-influentarii-ce-stiam-noi-mai-demult-dar-ne-au-confirmat-americanii-acum/#comments</comments>
		<pubDate>Thu, 06 Aug 2009 00:54:11 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=4805</guid>
		<description><![CDATA[Orice am face &#8211; nu neaparat daca vindem - trebuie sa stim sa influentam. Influentare e si atunci cand iti convingi seful sa-ti acorde o marire, sau un coleg sa-ti faca treaba, cand reusesti sa vezi un meci atunci cand ultimul episod al serialului preferat al sotiei tocmai se difuzeaza pe AcasaTV, propriul copil sa se spele pe [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/08/mecanismele-influentarii-ce-stiam-noi-mai-demult-dar-ne-au-confirmat-americanii-acum/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Promisiunea indirecta</title>
		<link>http://training-vanzari.ro/2009/07/promisiunea-indirecta/</link>
		<comments>http://training-vanzari.ro/2009/07/promisiunea-indirecta/#comments</comments>
		<pubDate>Wed, 22 Jul 2009 21:26:21 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Incredere]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=4510</guid>
		<description><![CDATA[1. Promisiunile vand. (Un brand e,  de fapt, o promisiune.) Problema e ca, spuse direct, promisiunile sunt incredibile. Starnesc reactii argumentative, invita la dezbateri, cer lamuriri, explicatii. Iar, in vanzari, explicarea, de orice fel, e ca disectia unei broaste: putina lume e interesata, si, in cele din urma, broasca moare.
&#8220;Iti promit ca o sa te [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/07/promisiunea-indirecta/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Conditii prealabile necesare inchiderii</title>
		<link>http://training-vanzari.ro/2009/06/conditii-prealabile-necesare-inchiderii/</link>
		<comments>http://training-vanzari.ro/2009/06/conditii-prealabile-necesare-inchiderii/#comments</comments>
		<pubDate>Fri, 26 Jun 2009 07:14:42 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Incredere]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=3948</guid>
		<description><![CDATA[Inainte de a incerca sa inchizi (closing), trebuie sa-ti castigi dreptul de a inchide. E necesar sa ai cateva pre-conditii. Daca aceste conditii nu exista, incercarea de a inchide &#8211; de a obtine o decizie, eventual o comanda &#8211; e sortita esecului. Mai mult, tentativa va fi interpretata gresit, iar rezultatul va fi ca vei [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/06/conditii-prealabile-necesare-inchiderii/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Inchideri (9) &#8211; Alter ego</title>
		<link>http://training-vanzari.ro/2009/06/inchideri-9-alter-ego/</link>
		<comments>http://training-vanzari.ro/2009/06/inchideri-9-alter-ego/#comments</comments>
		<pubDate>Sun, 14 Jun 2009 07:23:32 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de manipulare]]></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[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=3882</guid>
		<description><![CDATA[17. Alter ego  (din categoria Inchiderilor comparative)
Toti intampinam dificultati cand e vorba de a lua o decizie corecta, atunci cand ai mai multe optiuni. Sa ne punem pentru un minut in situatia clientului: acesta vede un numar de oameni si de oferte &#8211; probabil, in medie, 4-5 oferte diferite. Ce poti sa faci sa maresti [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/06/inchideri-9-alter-ego/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
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