<?xml version="1.0" encoding="UTF-8"?>
<rss version="2.0"
	xmlns:content="http://purl.org/rss/1.0/modules/content/"
	xmlns:wfw="http://wellformedweb.org/CommentAPI/"
	xmlns:dc="http://purl.org/dc/elements/1.1/"
	xmlns:atom="http://www.w3.org/2005/Atom"
	xmlns:sy="http://purl.org/rss/1.0/modules/syndication/"
	xmlns:slash="http://purl.org/rss/1.0/modules/slash/"
	>

<channel>
	<title>Noua Vanzare &#187; Legile influentarii</title>
	<atom:link href="http://training-vanzari.ro/category/legile-influentarii/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>
	<lastBuildDate>Sat, 11 Feb 2012 05:04:27 +0000</lastBuildDate>
	<language>en</language>
	<sy:updatePeriod>hourly</sy:updatePeriod>
	<sy:updateFrequency>1</sy:updateFrequency>
	<generator>http://wordpress.org/?v=3.3.1</generator>
	<div id='fb-root'></div>
					<script type='text/javascript'>
						window.fbAsyncInit = function()
						{
							FB.init({appId: null, status: true, cookie: true, xfbml: true});
						};
						(function()
						{
							var e = document.createElement('script'); e.async = true;
							e.src = document.location.protocol + '//connect.facebook.net/en_US/all.js';
							document.getElementById('fb-root').appendChild(e);
						}());
					</script>	
						<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>
		</item>
		<item>
		<title>Cand esti #1, o spui</title>
		<link>http://training-vanzari.ro/2011/12/cand-esti-1-o-spui/</link>
		<comments>http://training-vanzari.ro/2011/12/cand-esti-1-o-spui/#comments</comments>
		<pubDate>Tue, 06 Dec 2011 07:17:28 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11323</guid>
		<description><![CDATA[E o smecherie pe care orice vanzator o stie: cand esti numarul 1, cand ai vanzare, cand iti merge bine, cand cresti cu 40% peste ce ai facut anul trecut, o spui. Stiu ca nu prea suna kosher, ca cica lauda de sine, chestii, dar aici e vorba de legea colectivitatii: oamenii sunt inclinati sa [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/12/cand-esti-1-o-spui/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>Implica-ti clientul in procesul de vanzare</title>
		<link>http://training-vanzari.ro/2011/11/implica-ti-clientul-in-procesul-de-vanzare/</link>
		<comments>http://training-vanzari.ro/2011/11/implica-ti-clientul-in-procesul-de-vanzare/#comments</comments>
		<pubDate>Tue, 29 Nov 2011 05:05:39 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Distributie]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11254</guid>
		<description><![CDATA[Cei mai multi vanzatori considera ca e de datoria lor sa faca tot: contactare, evaluare, solutie, convingere-negociere, contractare, livrare, incasare, re-load. Clientul are o singura datorie: sa apese butonul &#8216;send&#8217; si sa trimita banii. Experienta m-a invatat ca nu e deloc asa. Cu cat iti tii clientul mai lenes, cu cat il servesti mai mult, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/11/implica-ti-clientul-in-procesul-de-vanzare/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cand functioneaza legea reciprocitatii</title>
		<link>http://training-vanzari.ro/2011/11/cand-functioneaza-legea-reciprocitatii/</link>
		<comments>http://training-vanzari.ro/2011/11/cand-functioneaza-legea-reciprocitatii/#comments</comments>
		<pubDate>Mon, 07 Nov 2011 05:08:40 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare veche]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10615</guid>
		<description><![CDATA[In Romania, reciprocitatea nu functioneaza decat intre oameni care se considera ca facand parte din aceeasi clasa sociala. In China, reciprocitatea functioneaza daca raspunzi aceluiasi sef, adica faci parte din acelasi clan. In Germania, reciprocitatea functioneaza daca esti parte din aceeasi organizatie, si respecti aceleasi reguli. In America, reciprocitatea functioneaza daca cel caruia ii raspunzi [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/11/cand-functioneaza-legea-reciprocitatii/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Sinceritate, vulnerabilitate, disponibilitate, atractie, comoditizare</title>
		<link>http://training-vanzari.ro/2011/10/sinceritate-vulnerabilitate-disponibilitate-atractie-comoditizare/</link>
		<comments>http://training-vanzari.ro/2011/10/sinceritate-vulnerabilitate-disponibilitate-atractie-comoditizare/#comments</comments>
		<pubDate>Mon, 03 Oct 2011 05:07:47 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10429</guid>
		<description><![CDATA[Am facut un experiment la un curs: am cerut fiecarui cursant sa intre pe un site de socializare (acelasi), si sa trimita 50 de mesaje de intampinare catre membrii activi si online ai site-ului. Ca sa fie lucrurile si mai simple, absolut toti cursantii erau barbati &#8211; adica n-am mai avut situatia aia in care [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/10/sinceritate-vulnerabilitate-disponibilitate-atractie-comoditizare/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>Inteparea de pret la romani sau Unde se loveste manevra loviturii de ciocan de enervarea clientului</title>
		<link>http://training-vanzari.ro/2011/09/inteparea-de-pret-la-romani-sau-unde-se-loveste-manevra-loviturii-de-ciocan-de-enervarea-clientului/</link>
		<comments>http://training-vanzari.ro/2011/09/inteparea-de-pret-la-romani-sau-unde-se-loveste-manevra-loviturii-de-ciocan-de-enervarea-clientului/#comments</comments>
		<pubDate>Mon, 19 Sep 2011 09:45:37 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>
		<category><![CDATA[Vanzare pe internet]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10242</guid>
		<description><![CDATA[Am avut nevoie, pentru un prieten care are o spalatorie, de o inscriptionare. Pentru ca e spalatorie, mediu umed, autocolantele ieseau din discutie, de la bun inceput. Inscriptionarea arata ceva in genul urmator: Ma gandesc: asta e treaba de artist grafitti. Dau search, si ajung pe un forum specializat: http://www.artairbrush.ro/forum/index.php. Pun si un anunt, de [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/09/inteparea-de-pret-la-romani-sau-unde-se-loveste-manevra-loviturii-de-ciocan-de-enervarea-clientului/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Efectul de vecinatate</title>
		<link>http://training-vanzari.ro/2011/09/efectul-de-vecinatate/</link>
		<comments>http://training-vanzari.ro/2011/09/efectul-de-vecinatate/#comments</comments>
		<pubDate>Thu, 15 Sep 2011 03:42:51 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10235</guid>
		<description><![CDATA[Din categoria efectelor derivate din legea similaritatii: efectul de vecinatate. Esti mai inclinat sa cumperi de la cineva care locuieste/ are business-ul/ s-a nascut/ traieste in vecinatatea ta. Nu e chiar un efect de neglijat. Lipsa de incredere cronica (si acutizata in ultima perioada) din Romania, face ca acest efect sa fie tot mai puternic. [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/09/efectul-de-vecinatate/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Vanzarea pe frica</title>
		<link>http://training-vanzari.ro/2011/09/vanzarea-pe-frica/</link>
		<comments>http://training-vanzari.ro/2011/09/vanzarea-pe-frica/#comments</comments>
		<pubDate>Fri, 02 Sep 2011 06:53:28 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<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>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10090</guid>
		<description><![CDATA[In Romania nu se vinde pe beneficii, se vinde pe frica. N-are nici un sens sa ii spui: cumpara masina de gaurit, ca poti da gauri in pereti cu ea. Si ce daca?&#8230; Aceeasi masina de gaurit o gasesc mai ieftina, cu un alt nume, la un vanzator mai simpatic decat tine. Dar daca ii [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/09/vanzarea-pe-frica/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Dusmanul detasarii &#8211; atasamentul fata de propria munca</title>
		<link>http://training-vanzari.ro/2011/09/dusmanul-detasarii-atasamentul-fata-de-propria-munca/</link>
		<comments>http://training-vanzari.ro/2011/09/dusmanul-detasarii-atasamentul-fata-de-propria-munca/#comments</comments>
		<pubDate>Thu, 01 Sep 2011 11:19:58 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10062</guid>
		<description><![CDATA[Cu cat investesti mai mult in propria nevasta, cu atat o iubesti mai tare. Culmea, pe masura ce trece timpul, se urateste, devina rea si meschina, iti cere tot mai multe, si mai are si pretentia sa te insele cu vecinul fara ca tu sa bagi de seama, si tu inca o iubesti mai tare. [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/09/dusmanul-detasarii-atasamentul-fata-de-propria-munca/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Smecheria taraneasca</title>
		<link>http://training-vanzari.ro/2011/08/smecheria-taraneasca/</link>
		<comments>http://training-vanzari.ro/2011/08/smecheria-taraneasca/#comments</comments>
		<pubDate>Mon, 22 Aug 2011 08:02:00 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10057</guid>
		<description><![CDATA[Era familia Moromete pe camp, vara, la cules. Apa jur-imprejur: nexam, asa ca trebuiau sa care apa cu galeata pana la locul muncii. Vine Darie, descult (lucra si el in zona): &#8220;Auzi, may, Niculaie, nu-mi dai si mie o cana cu apa?&#8221; Niculaie, crestin si milos, zice: &#8220;Ia, may, sa fie de sufletul Bisisicai.&#8221; Ia [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/08/smecheria-taraneasca/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cine pe cine agata?&#8230;</title>
		<link>http://training-vanzari.ro/2011/07/cine-pe-cine-agata/</link>
		<comments>http://training-vanzari.ro/2011/07/cine-pe-cine-agata/#comments</comments>
		<pubDate>Tue, 12 Jul 2011 20:44:50 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Merchandising]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10003</guid>
		<description><![CDATA[Secventa moderna de vanzare e una care implica o discutie normala, nu o suita de tehnici si de formule verbale standard. Vanzatorul adevarat e unul care gandeste si proceseaza informatia data de client, nu un papagal care repeta, formal, acelasi text invatat sau impus de firma, si gaseste solutiile cele mai potrivite pentru situatia clientului. [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/07/cine-pe-cine-agata/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
	</channel>
</rss>

