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	<title>Noua Vanzare &#187; Managementul minciunii</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 putem reactiona la minciunile clientilor. Minciuna 1: Amanarea (&#8220;Mai lasa-ma sa ma gandesc.&#8221;)</title>
		<link>http://training-vanzari.ro/2012/05/cum-putem-reactiona-la-minciunile-clientilor-minciuna-1-amanarea-mai-lasa-ma-sa-ma-gandesc/</link>
		<comments>http://training-vanzari.ro/2012/05/cum-putem-reactiona-la-minciunile-clientilor-minciuna-1-amanarea-mai-lasa-ma-sa-ma-gandesc/#comments</comments>
		<pubDate>Thu, 24 May 2012 03:56:42 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13625</guid>
		<description><![CDATA[Clientii ne mint. Ca o fac ca sa se apere (de vanzatorii prea puternici, stiutori, insa nu bine intentionati), sau sa aiba de castigat cat mai mult (pe cale de negociere ulterioara) din achizitia respectiva, sau din cauza unor diverse cupiditati personale, cert e ca, in fiecare zi, suntem mintiti, intr-un fel sau altul. Intr-o [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/cum-putem-reactiona-la-minciunile-clientilor-minciuna-1-amanarea-mai-lasa-ma-sa-ma-gandesc/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>Cum sa vinzi cautatorilor de pret, in 3 pasi</title>
		<link>http://training-vanzari.ro/2012/05/cum-sa-vinzi-cautatorilor-de-pret-in-3-pasi/</link>
		<comments>http://training-vanzari.ro/2012/05/cum-sa-vinzi-cautatorilor-de-pret-in-3-pasi/#comments</comments>
		<pubDate>Wed, 23 May 2012 04:00:00 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Tehnici de negociere]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13617</guid>
		<description><![CDATA[Cautatorii de pret cumpara pe un singur criteriu: pret cat mai mic. In subsidiar, rareori, mai sunt interesati de: calitate, garantie, service, facturi/ documente/ certificate de conformitate. Asta fiind regula, ca sa-i vinzi unui cautator de pret, trebuie sa indeplinesti 2 conditii: sa-i oferi pretul cel mai mic (din ofertele pe care le are) si [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/cum-sa-vinzi-cautatorilor-de-pret-in-3-pasi/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<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>Un mic amanunt esential: viziunea</title>
		<link>http://training-vanzari.ro/2012/05/un-mic-amanunt-esential-viziunea/</link>
		<comments>http://training-vanzari.ro/2012/05/un-mic-amanunt-esential-viziunea/#comments</comments>
		<pubDate>Sun, 20 May 2012 05:57:37 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Business plans]]></category>
		<category><![CDATA[FMCG]]></category>
		<category><![CDATA[Leadership]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13571</guid>
		<description><![CDATA[Odata, mai de demult, am cunoscut un patron care venea la firma o data pe zi, timp de 1 ora, apoi mergea la curve, seara la cazino, dimineata era beat manga, si secretara ii facea toate hartiile si treburile. Cat am lucrat cu el, am vorbit de vreo 4 ori, si atunci pret de maxim [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/un-mic-amanunt-esential-viziunea/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cereti-le factura! (Cum se rezolva &#8216;licitatia inversa&#8217;)</title>
		<link>http://training-vanzari.ro/2012/05/cereti-le-factura-cum-se-rezolva-licitatia-inversa/</link>
		<comments>http://training-vanzari.ro/2012/05/cereti-le-factura-cum-se-rezolva-licitatia-inversa/#comments</comments>
		<pubDate>Sat, 12 May 2012 04:00:10 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Tehnici de negociere]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>
		<category><![CDATA[Vanzare pe internet]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13496</guid>
		<description><![CDATA[Ati auzit de licitatia inversa? Probabil ca nu &#8211; oricum, nu sub acest termen. Dar de lovit, si de practicat, sigur v-ati lovit, si sigur ati practicat-o. E cea mai simpla metoda de negociere din manual. In varianta ei simpla, e cam asa: spui un pret, clientul stramba din nas si zice ca e prea [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/cereti-le-factura-cum-se-rezolva-licitatia-inversa/feed/</wfw:commentRss>
		<slash:comments>1</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>Smecheria la romani (banc)</title>
		<link>http://training-vanzari.ro/2012/04/smecheria-la-romani-banc/</link>
		<comments>http://training-vanzari.ro/2012/04/smecheria-la-romani-banc/#comments</comments>
		<pubDate>Fri, 06 Apr 2012 07:23:45 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Bancuri]]></category>
		<category><![CDATA[Managementul minciunii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13044</guid>
		<description><![CDATA[Reprezentantii mai multor natiuni s-au întâlnit într-un restaurant. Toti au cerut câte un pahar de vin, dar când a venit vinul, în fiecare pahar era o musca. Neamtul a cerut alt vin în acelasi pahar. (Wir sparen.) Englezul &#8211; vin nou în pahar nou. Finlandezul a scos musca si a baut vinul. Rusul a baut [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/smecheria-la-romani-banc/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>Atunci cand nea Gica nu &#8216;percuteaza&#8217;</title>
		<link>http://training-vanzari.ro/2012/04/atunci-cand-nea-gica-nu-percuteaza/</link>
		<comments>http://training-vanzari.ro/2012/04/atunci-cand-nea-gica-nu-percuteaza/#comments</comments>
		<pubDate>Fri, 06 Apr 2012 05:00:28 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Managementul minciunii]]></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=13019</guid>
		<description><![CDATA[Nea Gica e implementatorul de pe piramida deciziei. Valorile lui sunt doua: munca putina si banul usor. Spaga, sau banul &#8216;pe langa&#8217; e cel mai iubit ban, mai ales daca se petrece in timpul orelor de program. Nea Gica are un caracter interesant: munceste pana la nivelul propriei limite de confort. Cand si-o atinge, nu [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/atunci-cand-nea-gica-nu-percuteaza/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Dimensiunea durerii</title>
		<link>http://training-vanzari.ro/2012/04/dimensiunea-durerii/</link>
		<comments>http://training-vanzari.ro/2012/04/dimensiunea-durerii/#comments</comments>
		<pubDate>Mon, 02 Apr 2012 05:04:59 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12445</guid>
		<description><![CDATA[Un client potential cumpara daca dimensiunea (numerizata) a durerii lui e mai mare (uneori, de cateva ori, poate chiar de 10 ori mai mare) decat dimensiunea solutiei tale (a ceea ce vinzi). Dificultatea e ca numerizarea durerii e o chestie foarte subiectiva: sunt clienti pe care schimbarea unui robinet ii doare de 1000 de lei [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/dimensiunea-durerii/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cum sa vinzi cand ai dezavantaj de pret (2) &#8211; pasul 2: Sperie-l</title>
		<link>http://training-vanzari.ro/2012/03/cum-sa-vinzi-cand-ai-dezavantaj-de-pret-2-pasul-2-sperie-l/</link>
		<comments>http://training-vanzari.ro/2012/03/cum-sa-vinzi-cand-ai-dezavantaj-de-pret-2-pasul-2-sperie-l/#comments</comments>
		<pubDate>Mon, 12 Mar 2012 05:03:55 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Diverse]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Uncategorized]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>
		<category><![CDATA[Vanzare pe internet]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>
		<category><![CDATA[Vanzare veche]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12723</guid>
		<description><![CDATA[Pasul 2: Sperie-l. E clar ca, de fapt, clientul potential stie mai putin [despre ce vinzi tu] decat tine. Daca e altfel, e ultra-nasol, si mai trebuie sa mai inveti. Iar, daca nu esti in stare sa inveti, si situatia asta se repeta, apuca-te de vandut margarina sau tigari, ca de altceva mai bun nu [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/cum-sa-vinzi-cand-ai-dezavantaj-de-pret-2-pasul-2-sperie-l/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cum sa vinzi cand ai dezavantaj de pret (2) &#8211; pasul 3: Danseaza cu el</title>
		<link>http://training-vanzari.ro/2012/03/cum-sa-vinzi-cand-ai-dezavantaj-de-pret-2-pasul-3-danseaza-cu-el/</link>
		<comments>http://training-vanzari.ro/2012/03/cum-sa-vinzi-cand-ai-dezavantaj-de-pret-2-pasul-3-danseaza-cu-el/#comments</comments>
		<pubDate>Mon, 12 Mar 2012 05:00:57 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Incredere]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Uncategorized]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>
		<category><![CDATA[Vanzare pe internet]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12728</guid>
		<description><![CDATA[Pasul 3: Danseaza cu el. Stiti cum e vanzarea?&#8230; Ca un dans de societate: e nevoie de 2, ca sa iasa ceva bun. Face el un pas, faci si tu. Daca nu mai ai rabdare, si incepi sa dansezi disco (sau, daca vrei: sa dansezi la bara) in fata lui, nu mai danseaza cu tine: [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/cum-sa-vinzi-cand-ai-dezavantaj-de-pret-2-pasul-3-danseaza-cu-el/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cum sa vinzi cand ai dezavantaj de pret (2) &#8211; pasul 4: Pleaca cu ceva</title>
		<link>http://training-vanzari.ro/2012/03/cum-sa-vinzi-cand-ai-dezavantaj-de-pret-2-pasul-4/</link>
		<comments>http://training-vanzari.ro/2012/03/cum-sa-vinzi-cand-ai-dezavantaj-de-pret-2-pasul-4/#comments</comments>
		<pubDate>Mon, 12 Mar 2012 04:55:54 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Diverse]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Uncategorized]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>
		<category><![CDATA[Vanzare pe internet]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12725</guid>
		<description><![CDATA[Pasul 4: Pleaca cu ceva. Asta e cel mai greu pas, pentru ca, in momentul in care ceri ceva (de obicei un avans, aconto, plata, contract semnat) iesi, clar, din Noua Vanzare, si intri in vanzarea veche. Vorbesc aici de o echilibristica intre a crea incredere clientului (din Noua Vanzare = sa promiti si sa [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/cum-sa-vinzi-cand-ai-dezavantaj-de-pret-2-pasul-4/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cum sa vinzi cand ai dezavantaj de pret (2) &#8211; pasul 5: Propunerea indecenta</title>
		<link>http://training-vanzari.ro/2012/03/cum-sa-vinzi-cand-ai-dezavantaj-de-pret-2-pasul-5-propunerea-indecenta/</link>
		<comments>http://training-vanzari.ro/2012/03/cum-sa-vinzi-cand-ai-dezavantaj-de-pret-2-pasul-5-propunerea-indecenta/#comments</comments>
		<pubDate>Mon, 12 Mar 2012 04:53:45 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Diverse]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Toate articolele]]></category>
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		<guid isPermaLink="false">http://training-vanzari.ro/?p=12730</guid>
		<description><![CDATA[Pasul 5: Propunerea indecenta. Cand te intalnesti, pentru a doua oara cu el, ii faci o propunere indecenta. De obicei, ii spui: &#8220;Sa stiti ca am facut tot ce-mi statea in putinta sa-l conving pe sef. Inclusiv m-am dezbracat si am dansat la bara, in public: n-am putut sa-l conving sa va dea produsul cu [...]]]></description>
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		<title>Meritocratia nu exista in Romania</title>
		<link>http://training-vanzari.ro/2012/03/meritocratia-nu-exista-in-romania/</link>
		<comments>http://training-vanzari.ro/2012/03/meritocratia-nu-exista-in-romania/#comments</comments>
		<pubDate>Sun, 11 Mar 2012 11:00:49 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
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		<guid isPermaLink="false">http://training-vanzari.ro/?p=12700</guid>
		<description><![CDATA[Am fost si eu curios sa vad ce piesa a iesit sa reprezinte Romania la Eurovision. Cah&#8230; (eu mai stiu nitica muzica, din tinerete) Dau scroll-down in jos pe articol, si remarc ca a mai fost o piesa, la concurenta pentru primul loc. Hai sa vedem: si asta e la fel de proasta?&#8230; Hein?&#8230; Asta [...]]]></description>
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