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	<title>Noua Vanzare &#187; Legile influentarii</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>Cum se dau mesajele politice</title>
		<link>http://training-vanzari.ro/2012/04/cum-se-dau-mesajele-politice/</link>
		<comments>http://training-vanzari.ro/2012/04/cum-se-dau-mesajele-politice/#comments</comments>
		<pubDate>Mon, 30 Apr 2012 05:05:52 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Lumea politica]]></category>
		<category><![CDATA[Studii de caz]]></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=13359</guid>
		<description><![CDATA[Legea colectivitatii e superba, pentru ca actioneaza delicat. Toata lumea face acelasi lucru, atunci il fac si eu. Atunci cand dai mesaje in spatiul public, cu scopul de a obtine ceva, trebuie sa iei in considerare ce intelege, de fapt, omul simplu, si cum reactioneaza. Daca spui: &#8220;Nimeni nu isi plateste taxele.&#8221;, omul simplu va [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/cum-se-dau-mesajele-politice/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Caracteristica diferentiatoare in Romania</title>
		<link>http://training-vanzari.ro/2012/04/caracteristica-diferentiatoare-in-romania/</link>
		<comments>http://training-vanzari.ro/2012/04/caracteristica-diferentiatoare-in-romania/#comments</comments>
		<pubDate>Sat, 28 Apr 2012 05:00:00 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></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=13333</guid>
		<description><![CDATA[Nu, nu e capacitatea de rezolvare a problemelor. Nici atitudinea. Ci, intr-un fel sucit &#8211; cum sunt multe in tara asta &#8211; capacitatea de a fi suficient de smecher, incat sa te descurci, si suficient de fraier, incat sa nu tepuiesti. Mai pe scurt: smecheria. Daca esti prea putin smecher, inseamna ca nu poti sa [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/caracteristica-diferentiatoare-in-romania/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Pastele cel greu</title>
		<link>http://training-vanzari.ro/2012/04/pastele-cel-greu/</link>
		<comments>http://training-vanzari.ro/2012/04/pastele-cel-greu/#comments</comments>
		<pubDate>Wed, 25 Apr 2012 08:03:37 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Managementul timpului]]></category>
		<category><![CDATA[Shopper]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13301</guid>
		<description><![CDATA[Cat de subtire e patura de grasime de bani in care stau romanii?&#8230; Foarte subtire. Iti dai seama de asta, dupa numarul de cereri (nu: de comenzi) care vin dupa Pasti. Cheltuiala, ceruta de randuiala, cu mielul, cozonacul si oualele de Pasti pica greu la bugetul romanului. Daca mai pui si un Paste care pica fix [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/pastele-cel-greu/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>Cat de fraieri sunt romanii?</title>
		<link>http://training-vanzari.ro/2012/04/cat-de-fraieri-sunt-romanii/</link>
		<comments>http://training-vanzari.ro/2012/04/cat-de-fraieri-sunt-romanii/#comments</comments>
		<pubDate>Sun, 01 Apr 2012 09:03:17 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Tepe si tepari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>
		<category><![CDATA[Vanzare veche]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12969</guid>
		<description><![CDATA[Raspuns: nu sunt. Mai precis: nu mai sunt. Toate tehnicile de vanzare propovaduite de urmasii lui Hopkins &#38; Co, cu finalizarile lor cerute intotdeauna, cu insistentele lor, cu telefoanele lor nepregatite nu mai functioneaza la romani. Recunosc: au functionat. In anii &#8217;90, eu asa am vandut, si inca bine. Dar acum, lumea e alta. Nu [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/cat-de-fraieri-sunt-romanii/feed/</wfw:commentRss>
		<slash:comments>2</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>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>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>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/cele-7-pacate-care-vand/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>I&#8217;ll have what she&#8217;s having</title>
		<link>http://training-vanzari.ro/2012/02/ill-have-what-shes-having/</link>
		<comments>http://training-vanzari.ro/2012/02/ill-have-what-shes-having/#comments</comments>
		<pubDate>Sat, 25 Feb 2012 05:00:52 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Legile influentarii]]></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>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11770</guid>
		<description><![CDATA[Am constatat ca telefoanele pe care le primesc cu cereri garaje si usi de garaj (business-ul sotiei mele, la care si eu contribui, din cand in cand) vin din aceleasi zone, tot timpul. Sunt judete din care nu am primit, niciodata, nici un telefon, si judete din care primesc, saptamanal, cel putin cate o cerere. La o [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/ill-have-what-shes-having/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Despre reciprocitate si norma sociala</title>
		<link>http://training-vanzari.ro/2012/02/despre-reciprocitate-si-norma-sociala/</link>
		<comments>http://training-vanzari.ro/2012/02/despre-reciprocitate-si-norma-sociala/#comments</comments>
		<pubDate>Thu, 23 Feb 2012 05:08:02 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Lumea politica]]></category>
		<category><![CDATA[Multinationale]]></category>
		<category><![CDATA[Resurse umane]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tepe si tepari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12429</guid>
		<description><![CDATA[Cum poti avansa in cariera? In viata, exista o norma foarte simpla ca sa avansezi: sa iei nota de trecere, sa iei nota 5. Cei care iau 4 sunt dati afara, sau, in cel mai bun caz, pentru o perioada, nu avanseaza (dupa un timp, cu cateva note de 4, vor fi oricum dati si [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/despre-reciprocitate-si-norma-sociala/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>Pana unde mergi cu&#8230;?</title>
		<link>http://training-vanzari.ro/2012/02/pana-unde-mergi-cu/</link>
		<comments>http://training-vanzari.ro/2012/02/pana-unde-mergi-cu/#comments</comments>
		<pubDate>Wed, 15 Feb 2012 23:39:14 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Dialog cu cititorii]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Managementul minciunii]]></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>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12370</guid>
		<description><![CDATA[In seara de Sf. Valentin, am considerat ca e normal sa o scot pe Cristina, chinuita destul de munca cu bebe, la un resturant de fitze. Ca m-am trezit in compania unor &#8216;indragostiti&#8217; de cu totul alta natura (un cuplu de 2 homosexuali: baiat si barbat de putea sa-i fie bunic, o masa de swingeri, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/pana-unde-mergi-cu/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Intrebari la care nu se poate raspunde: &#8220;Ai incredere?&#8221;</title>
		<link>http://training-vanzari.ro/2012/02/intrebari-la-care-nu-se-poate-raspunde-ai-incredere/</link>
		<comments>http://training-vanzari.ro/2012/02/intrebari-la-care-nu-se-poate-raspunde-ai-incredere/#comments</comments>
		<pubDate>Sat, 11 Feb 2012 05:04:27 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12184</guid>
		<description><![CDATA[Zilele trecute am fost intrebat de un client caruia i-am recomandat un furnizor de servicii (complementar serviciilor mele): &#8220;Crezi ca va face treaba, bine?&#8221;. Orice ai raspunde la intrebarea asta, gresesti: daca spui: &#8220;Da, am incredere.&#8221;, (si si ai) esti fraier. Adica iti dai tu girul pentru un altul &#8211; care e si el om, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/intrebari-la-care-nu-se-poate-raspunde-ai-incredere/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Pretul, mai important decat OOS-ul?</title>
		<link>http://training-vanzari.ro/2012/01/pretul-mai-important-decat-oos-ul/</link>
		<comments>http://training-vanzari.ro/2012/01/pretul-mai-important-decat-oos-ul/#comments</comments>
		<pubDate>Mon, 23 Jan 2012 09:33:24 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[FMCG]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Retail management]]></category>
		<category><![CDATA[Shopper]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12010</guid>
		<description><![CDATA[La orice training de initiere in vanzari FMCG ti se spune ca OOS-ul e principala problema a firmei, si ca firma pierde un purcoi de bani pentru ca da sansa shopper-ului sa cumpere produsul concurent, cel al firmei ne-existand la raft. Fair enough. Pe de alta parte, daca te duci in retail (si ma refer [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/01/pretul-mai-important-decat-oos-ul/feed/</wfw:commentRss>
		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>Nu cere pentru tribul tau, cere pentru tine</title>
		<link>http://training-vanzari.ro/2012/01/nu-cere-pentru-tribul-tau-cere-pentru-tine/</link>
		<comments>http://training-vanzari.ro/2012/01/nu-cere-pentru-tribul-tau-cere-pentru-tine/#comments</comments>
		<pubDate>Mon, 16 Jan 2012 08:36:12 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Analiza]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Lumea politica]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11827</guid>
		<description><![CDATA[La unii oameni, relatiile de trib sunt extrem de puternice: pentru ca asa au fost crescuti si educati. Acestia au tendinta, atunci cand li se ofera ceva, sa exinda oferta asupra tribului caruia apartin. Sau cand cer ceva, sa ceara in numele tribului. Asta e o greseala. Pentru ca, intotdeauna, relatiile sunt inter-personale, nu inter-tribale. [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/01/nu-cere-pentru-tribul-tau-cere-pentru-tine/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Reciprocitatea adaugata (tertiara)</title>
		<link>http://training-vanzari.ro/2012/01/reciprocitatea-adaugata-tertiara/</link>
		<comments>http://training-vanzari.ro/2012/01/reciprocitatea-adaugata-tertiara/#comments</comments>
		<pubDate>Sun, 15 Jan 2012 08:32:11 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11818</guid>
		<description><![CDATA[Daca ii faci unui om (= client, furnizor, partener de afaceri) o favoare, in principiu ti-o va intoarce inapoi, intr-un fel sau altul. Daca insa acesta iti cere o favoare catre o terta parte, catre care el, la randul lui, are o relatie de reciprocitate, in cultura romaneasca asta nu functioneaza. In culturile vechi (China, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/01/reciprocitatea-adaugata-tertiara/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
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