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	<title>Noua Vanzare &#187; Negociere</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 ii spui unui client: &#8220;Nu-i adevarat, minti!&#8221;</title>
		<link>http://training-vanzari.ro/2012/04/cum-ii-spui-unui-client-nu-i-adevarat-minti/</link>
		<comments>http://training-vanzari.ro/2012/04/cum-ii-spui-unui-client-nu-i-adevarat-minti/#comments</comments>
		<pubDate>Wed, 11 Apr 2012 05:03:24 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Negociere]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13074</guid>
		<description><![CDATA[E o situatie de care ma lovesc aproape zilnic: cate un client, care simte ca are o &#8220;comanda&#8221; si pretinde ca are un pret &#8220;mult mai mic&#8221; de la concurenta. Dar care, fireste, nu produce niciodata respectiva oferta de la concurenta, in scris, pe fax, electronic, sau altfel. De multe ori, pretul acela mic pretins [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/cum-ii-spui-unui-client-nu-i-adevarat-minti/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>Secretul negocierii</title>
		<link>http://training-vanzari.ro/2012/03/secretul-negocierii/</link>
		<comments>http://training-vanzari.ro/2012/03/secretul-negocierii/#comments</comments>
		<pubDate>Sun, 18 Mar 2012 05:07:50 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Negociere]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12819</guid>
		<description><![CDATA[Negocierea e, in acelasi timp, o veste proasta si una buna. Cea proasta e ca, de fapt, clientul vrea mai mult / multe de la tine. Ma rog, mai mult decat i-ai dat deja. Cea buna e ca are sperante ca poate, intr-adevar, lua mai mult de la tine. (Daca n-ar avea, n-ar mai negocia cu [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Toparlanii care desconsidera vanzatorii</title>
		<link>http://training-vanzari.ro/2011/10/toparlanii-care-desconsidera-vanzatorii/</link>
		<comments>http://training-vanzari.ro/2011/10/toparlanii-care-desconsidera-vanzatorii/#comments</comments>
		<pubDate>Sun, 09 Oct 2011 05:08:39 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Negociere]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></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=10491</guid>
		<description><![CDATA[Principala problema a clientului final din Romania e lipsa de bani. In realitate, clientul final isi doreste sa cumpere diverse, dar nu are bani sa plateasca. Iar asta se combina cu infatuarea si ipocrizia tipic romanesti (cu nuante agravante in Ardeal): n-au cu ce plati, dar n-ar recunoaste asta, in ruptul capului. Exact categoria asta [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/10/toparlanii-care-desconsidera-vanzatorii/feed/</wfw:commentRss>
		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>Nu lasati clientul (potential) sa va ia de prosti</title>
		<link>http://training-vanzari.ro/2011/07/nu-lasati-clientul-potential-sa-va-ia-de-prosti/</link>
		<comments>http://training-vanzari.ro/2011/07/nu-lasati-clientul-potential-sa-va-ia-de-prosti/#comments</comments>
		<pubDate>Thu, 14 Jul 2011 14:26:55 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Negociere]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Tehnici de negociere]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10011</guid>
		<description><![CDATA[&#8216;Trzi kupci&#8217; &#8211; &#8216; cauta clienti&#8217; in sarbeste. Asta am auzit de la un client in Strumica, la granita de sud a Macedoniei. Si m-a enervat. Nu, tati, nu caut clienti. Vin sa-ti dau bani. Pentru ca solutiile pe care ti le dau eu, nu le ai, sau inca nu le ai. Si, iti mai spun [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/07/nu-lasati-clientul-potential-sa-va-ia-de-prosti/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Manevre ale clientilor (editia 2011)</title>
		<link>http://training-vanzari.ro/2011/07/manevre-ale-clientilor-editia-2011/</link>
		<comments>http://training-vanzari.ro/2011/07/manevre-ale-clientilor-editia-2011/#comments</comments>
		<pubDate>Sun, 03 Jul 2011 12:10:43 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Negociere]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=9923</guid>
		<description><![CDATA[Clientii s-au smecherit. Cu criza si lipsa de bani, procesele de cumparare au devenit mai lungi si mai elaborate. La asta, mai contribuie si lipsa de ocupatie: ca nu sta nimeni sa faca manevre, daca are de lucru de da pe dinafara.  Si, daca nu v-ati prins, concurenta de la anul va fi intotdeauna mai [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/07/manevre-ale-clientilor-editia-2011/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Prea multa negociere</title>
		<link>http://training-vanzari.ro/2011/01/prea-multa-negociere/</link>
		<comments>http://training-vanzari.ro/2011/01/prea-multa-negociere/#comments</comments>
		<pubDate>Fri, 21 Jan 2011 08:23:04 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Negociere]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=9887</guid>
		<description><![CDATA[Romanul a invatat sa negocieze. Si ce e rau in asta? Doua lucruri. Primul: aftertaste-ul. Vinzi, dar iti ramane un gust amar in gura. A doua oara, ocolesti respectivul client. Sau ii porti pica, si, intr-un fel sau altul, i-o tragi inapoi. A doua: scaderea calitatii a ceea ce cumperi. Va dau doua analogii: daca [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/01/prea-multa-negociere/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Trebuie sa te tii de cuvant pana la capat?</title>
		<link>http://training-vanzari.ro/2010/07/trebuie-sa-te-tii-de-cuvant-pana-la-capat/</link>
		<comments>http://training-vanzari.ro/2010/07/trebuie-sa-te-tii-de-cuvant-pana-la-capat/#comments</comments>
		<pubDate>Mon, 12 Jul 2010 11:49:03 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Incredere]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Negociere]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=9465</guid>
		<description><![CDATA[Eu sustin ca vanzarea se bazeaza pe reciprocitate, si ca e, de fapt, o actiune de rezolvare a problemelor clientului, intr-un cadru de incredere. Mai spun ca, pentru a intra in relatii cu clientul (de oricare ar fi ele, contact, motiv de discutie, discutie propriu-zisa) trebuie sa-i dai ceva. Vremurile cand cereai o intalnire &#8211; si [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2010/07/trebuie-sa-te-tii-de-cuvant-pana-la-capat/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>&#8220;Gratis, mama soacra, gratis!&#8230;&#8221;</title>
		<link>http://training-vanzari.ro/2010/06/gratis-mama-soacra-gratis/</link>
		<comments>http://training-vanzari.ro/2010/06/gratis-mama-soacra-gratis/#comments</comments>
		<pubDate>Wed, 02 Jun 2010 17:02:40 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Negociere]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=9252</guid>
		<description><![CDATA[Ati avut vreodata de-a face cu un client care se plange de pret?&#8230; ca-l ai prea mare?&#8230; Intotdeauna exista un pret mai mic decat cel pe care il ai, sau la care ai cumparat. Pur si simplu, pretul, ca si beneficiu, nu poate fi detinut de nimeni. Greseala cea mai mare pe care o face [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2010/06/gratis-mama-soacra-gratis/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Negocierea si pretul</title>
		<link>http://training-vanzari.ro/2010/01/negocierea-si-pretul/</link>
		<comments>http://training-vanzari.ro/2010/01/negocierea-si-pretul/#comments</comments>
		<pubDate>Tue, 19 Jan 2010 13:18:15 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Negociere]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Tehnici de negociere]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=8366</guid>
		<description><![CDATA[De ce vanzarea de servicii e atat de dureroasa? In primul rand, din cauza ca orice pret ai scoate, acesta e susceptibil negocierii. De fapt, daca pretul cerut e prea mare (= mai mare decat era pregatit clientul sa plateasca), clientul (iti) va refuza (oferta). Aici, exista doua variante: daca pretul e cu mult mai [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2010/01/negocierea-si-pretul/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Succesul negocierii</title>
		<link>http://training-vanzari.ro/2010/01/succesul-negocierii/</link>
		<comments>http://training-vanzari.ro/2010/01/succesul-negocierii/#comments</comments>
		<pubDate>Mon, 18 Jan 2010 05:40:55 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Negociere]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Proiecte de succes]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=8352</guid>
		<description><![CDATA[Mai binele e dusmanul binelui. Cei mai buni negociatori nu sunt patronii, pentru ca le pasa prea mult de banul lor, iau in considerare fiecare detaliu, ca sa evite o pierdere, si ajung sa alieneze si sperie partenerul de negociere. Cei mai buni negociatori sunt angajatii, pentru ca le pasa (ceva) mai putin. Intotdeauna o [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2010/01/succesul-negocierii/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Zona de ambiguitate</title>
		<link>http://training-vanzari.ro/2010/01/zona-de-ambiguitate/</link>
		<comments>http://training-vanzari.ro/2010/01/zona-de-ambiguitate/#comments</comments>
		<pubDate>Sat, 16 Jan 2010 01:46:29 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Contracte]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Lumea politica]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Negociere]]></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=8278</guid>
		<description><![CDATA[Israelul are o &#8216;politica de ambiguitate&#8217; in priviinta detinerii armelor nucleare. Adica: nici nu zic ca au, nici nu zic ca nu au. Explicatia lor e asa: &#8220;Daca zicem ca nu avem, [din pacate] avem dusmani puternici, care, daca ar stii asta, ne-ar ataca. Daca zicem ca avem, intram sub incidenta tratatelor de non-proliferare nucleara, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2010/01/zona-de-ambiguitate/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Secretul negocierilor reusite</title>
		<link>http://training-vanzari.ro/2010/01/secretul-negocierilor-reusite/</link>
		<comments>http://training-vanzari.ro/2010/01/secretul-negocierilor-reusite/#comments</comments>
		<pubDate>Mon, 11 Jan 2010 08:58:18 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Incredere]]></category>
		<category><![CDATA[Negociere]]></category>
		<category><![CDATA[Recrutare]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=8071</guid>
		<description><![CDATA[Toate negocierile stau sub semnul reciprocitatii. Adica: exista o egalare, o echivalenta intre ceea ce ceri si ceea ce dai. Daca te arunci si ceri prea multe, deodata, fara sa dai nimic in schimb, risti sa te descalifici. Sau sa obtii un aranjament care, de fapt, nu ti-e favorabil. Sau, cel mai rau, sa erodezi [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2010/01/secretul-negocierilor-reusite/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Atentie la ce ti se spune</title>
		<link>http://training-vanzari.ro/2009/10/atentie-la-ce-ti-se-spune/</link>
		<comments>http://training-vanzari.ro/2009/10/atentie-la-ce-ti-se-spune/#comments</comments>
		<pubDate>Sun, 11 Oct 2009 12:19:31 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Negociere]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=5894</guid>
		<description><![CDATA[Cei mai multi oameni aud, dar nu asculta. Sunt prezenti, dar nu sunt atenti. Cristina mea e nitel manipulatoare (apropo, pentru cine nu stie, si copiii sunt nitel manipulatori, cand nu le convine ceva). Ma intorc de la un curs, si gasesc usile proaspat vopsite. Elegant, mirosea a proaspat. Nu le facuse Cristina, chemase pe [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/10/atentie-la-ce-ti-se-spune/feed/</wfw:commentRss>
		<slash:comments>3</slash:comments>
		</item>
		<item>
		<title>Negociere</title>
		<link>http://training-vanzari.ro/2009/09/negociere/</link>
		<comments>http://training-vanzari.ro/2009/09/negociere/#comments</comments>
		<pubDate>Mon, 14 Sep 2009 17:58:55 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Negociere]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=5494</guid>
		<description><![CDATA[]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/09/negociere/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
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