<?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; Obiectii</title>
	<atom:link href="http://training-vanzari.ro/category/obiectii/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>Thu, 24 May 2012 11:26:26 +0000</lastBuildDate>
	<language>en</language>
	<sy:updatePeriod>hourly</sy:updatePeriod>
	<sy:updateFrequency>1</sy:updateFrequency>
	<generator>http://wordpress.org/?v=3.3.2</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>&#8220;Dati-mi un motiv pentru care sa cumpar de la Dvs..&#8221;</title>
		<link>http://training-vanzari.ro/2012/05/dati-mi-un-motiv-pentru-care-sa-cumpar-de-la-dvs/</link>
		<comments>http://training-vanzari.ro/2012/05/dati-mi-un-motiv-pentru-care-sa-cumpar-de-la-dvs/#comments</comments>
		<pubDate>Tue, 08 May 2012 05:00:21 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare pe internet]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>
		<category><![CDATA[Vanzare veche]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13438</guid>
		<description><![CDATA[Faceti un experiment: fara nici o pregatirea prealabila. La sedinta de dimineata, cereti vanzatorilor sa scrie, pe o bucata de hartie, un singur motiv pentru care merita sa cumperi de la firma ta, si nu de la o alta firma concurenta. In 60 de secunde. (Maxim 2 minute.) Evaluati, apoi, raspunsurile primite: Orice raspuns general, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/dati-mi-un-motiv-pentru-care-sa-cumpar-de-la-dvs/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cum sa NU raspunzi la intrebarea de pret</title>
		<link>http://training-vanzari.ro/2012/05/cum-sa-nu-raspunzi-la-intrebarea-de-pret/</link>
		<comments>http://training-vanzari.ro/2012/05/cum-sa-nu-raspunzi-la-intrebarea-de-pret/#comments</comments>
		<pubDate>Tue, 01 May 2012 07:31:56 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13371</guid>
		<description><![CDATA[Ce castigi daca raspunzi la intrebarea: &#8220;Si ce pret aveti?&#8221;. Nimic. De cele mai multe ori e un joc al clientului: tu spui un pret, clientului i se pare ca e prea mult, si spune ca a gasit in alta parte mai ieftin, sau ca se astepta sa fie mai ieftin. Sau daca &#8216;se mai [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/cum-sa-nu-raspunzi-la-intrebarea-de-pret/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>Nu poti convinge un client ca n-are dreptate</title>
		<link>http://training-vanzari.ro/2012/03/nu-poti-convinge-un-client-ca-n-are-dreptate/</link>
		<comments>http://training-vanzari.ro/2012/03/nu-poti-convinge-un-client-ca-n-are-dreptate/#comments</comments>
		<pubDate>Tue, 27 Mar 2012 05:01:41 +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[Morfologie de vanzari]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12909</guid>
		<description><![CDATA[Atunci cand ti se aduce o reclamatie, sau o obiectie, prima reactie a celui care interactioneaza cu clientul e sa-l corecteze. &#8216;Nu, nu-i asa, haideti sa va explic&#8230;&#8217;. E inutil. Chiar daca vei explica clientului ca n-are dreptate, nu va accepta explicatia ta, oricat de logica ar fi. Va intelege (sau, se va preface ca [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/nu-poti-convinge-un-client-ca-n-are-dreptate/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Care e raspunsul corect cand ti se spune, in cele din urma: &#8220;Am un pret mai bun decat al tau.&#8221;?</title>
		<link>http://training-vanzari.ro/2012/03/care-e-raspunsul-corect-cand-ti-se-spune-in-cele-din-urma-am-un-pret-mai-bun-decat-al-tau/</link>
		<comments>http://training-vanzari.ro/2012/03/care-e-raspunsul-corect-cand-ti-se-spune-in-cele-din-urma-am-un-pret-mai-bun-decat-al-tau/#comments</comments>
		<pubDate>Sun, 25 Mar 2012 05:04:14 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Retail management]]></category>
		<category><![CDATA[Tehnici de vanzare]]></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=12896</guid>
		<description><![CDATA[&#8220;Cumpara de acolo.&#8221; Sigur, nu se raspunde asa de la prima pretentie a clientului din fata ta cum ca ar avea un pret mai bun decat al tau. Se rafineaza raspunsul, vezi daca e vorba de acelasi lucru, vezi in ce masura e vorba de minciuna. (De multe ori clientii numai pretind ca au un [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/care-e-raspunsul-corect-cand-ti-se-spune-in-cele-din-urma-am-un-pret-mai-bun-decat-al-tau/feed/</wfw:commentRss>
		<slash:comments>7</slash:comments>
		</item>
		<item>
		<title>Cea mai frecventa scuza</title>
		<link>http://training-vanzari.ro/2012/03/cea-mai-frecventa-scuza/</link>
		<comments>http://training-vanzari.ro/2012/03/cea-mai-frecventa-scuza/#comments</comments>
		<pubDate>Fri, 23 Mar 2012 05:09:36 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12869</guid>
		<description><![CDATA[&#8220;Trebuie sa vorbesc cu sotia/ sotul, si apoi va sun inapoi.&#8221; Nu vei mai fi sunat niciodata. In realitate, ai gresit ceva, si te-ai descalificat. Poate ai gresit ca ai considerat ca ai de-a face cu un client, cand, de fapt, era numai un bagator de seama. Poate ai gresit ca ai vrut prea mult [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/cea-mai-frecventa-scuza/feed/</wfw:commentRss>
		<slash:comments>6</slash:comments>
		</item>
		<item>
		<title>Cum am putea rezolva obiectiile, fara sa chestionam clientul?</title>
		<link>http://training-vanzari.ro/2012/03/cum-am-putea-rezolva-obiectiile-fara-sa-chestionam-clientul/</link>
		<comments>http://training-vanzari.ro/2012/03/cum-am-putea-rezolva-obiectiile-fara-sa-chestionam-clientul/#comments</comments>
		<pubDate>Tue, 06 Mar 2012 05:09:19 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Analiza]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12564</guid>
		<description><![CDATA[Metoda clasica de rezolvare a obiectiilor e sa le iei si sa le diseci, iar in procesul de chestionare sa dai mai multe informatii clientului, sau sa-l faci sa-si schimbe parerea pe care o are despre subiectul discutat. E, daca vreti, un proces similar cu cel al chestionarii practicate de avocati sau procurori martorilor: pe [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/cum-am-putea-rezolva-obiectiile-fara-sa-chestionam-clientul/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Primul sfat</title>
		<link>http://training-vanzari.ro/2012/02/primul-sfat/</link>
		<comments>http://training-vanzari.ro/2012/02/primul-sfat/#comments</comments>
		<pubDate>Tue, 14 Feb 2012 05:04:05 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Lumea politica]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12242</guid>
		<description><![CDATA[E o intrebare care mi se pune des: &#8220;Care e primul sfat pe care i l-ati da cuiva nou in vanzari?&#8221;. Iar acum, evolutia raspunsului meu, pe ani: 1992: sa faca vanzari: e nevoie. 1993: sa iba incredere (in sine, in posibilitatile proprii). 1994: sa incerce in cat mai multe locuri. 1995: sa stie inchideri. [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/primul-sfat/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Exemple de vanzare veche: viezurele Grady</title>
		<link>http://training-vanzari.ro/2012/01/exemple-de-vanzare-veche-viezurele-grady/</link>
		<comments>http://training-vanzari.ro/2012/01/exemple-de-vanzare-veche-viezurele-grady/#comments</comments>
		<pubDate>Mon, 02 Jan 2012 05:04:45 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Customer service]]></category>
		<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Obiectii]]></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 catre consumator]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>
		<category><![CDATA[Vanzare veche]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11656</guid>
		<description><![CDATA[Credeti ca sunt singurul care predic Noua Vanzare?&#8230; Peste ocean, e un curent care are deja o vechime de aproape 20  de ani. In acelasi fel cum curentul slow food e o reactie la fast-food-urile care ne incojoara si ne agreseaza, tot asa hard-sell-ul repetitiv, idiotizant si inchizator, adresat unor clienti rabdatori si usor retardati [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/01/exemple-de-vanzare-veche-viezurele-grady/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>&#8216;Cam asta e.&#8217; (retragerea in mijlocul unei secvente de vanzare)</title>
		<link>http://training-vanzari.ro/2011/12/cam-asta-e-retragerea-in-mijlocul-unei-secvente-de-vanzare/</link>
		<comments>http://training-vanzari.ro/2011/12/cam-asta-e-retragerea-in-mijlocul-unei-secvente-de-vanzare/#comments</comments>
		<pubDate>Sun, 11 Dec 2011 10:13:23 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Incredere]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Obiectii]]></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 de servicii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11374</guid>
		<description><![CDATA[Care e momentul cel mai ingrat dintr-o secventa de vanzare? Cand ai deslusit problema clientului, i-ai conturat o solutie &#8211; pe care clientul nu pare ca o accepta &#8211; si, din moment in moment te astepti sa ti se spuna cuvintele alea urate: &#8220;- Pretul tau e prea mare.&#8221; Iar din acel moment, ai o [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/12/cam-asta-e-retragerea-in-mijlocul-unei-secvente-de-vanzare/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>Rezolvarea conflictelor</title>
		<link>http://training-vanzari.ro/2011/11/rezolvarea-conflictelor/</link>
		<comments>http://training-vanzari.ro/2011/11/rezolvarea-conflictelor/#comments</comments>
		<pubDate>Sat, 12 Nov 2011 05:05:56 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de negociere]]></category>
		<category><![CDATA[Tepe si tepari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10954</guid>
		<description><![CDATA[Acum cateva saptamani scriam despre o situatie cand, consumator fiind, am returnat o pereche de alergatori Adidas. Experienta nu tocmai placuta, dar, in cele din urma, i-am dat inapoi la magazin si am plecat acasa. Cum Dumnezeu iti arata, intotdeauna, si dosul palmei, am trecut, de curand, printr-o experienta similara, de data asta fiind eu [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/11/rezolvarea-conflictelor/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Onestitatea ofertei</title>
		<link>http://training-vanzari.ro/2011/11/onestitatea-ofertei/</link>
		<comments>http://training-vanzari.ro/2011/11/onestitatea-ofertei/#comments</comments>
		<pubDate>Wed, 09 Nov 2011 05:01:44 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Pret]]></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=10902</guid>
		<description><![CDATA[Atunci cand faci o oferta - atunci cand pui un pret pentru produsul sau serviciul tau &#8211; aceasta trebuie sa fie onesta. Atunci cand urmaresti sa vinzi cu orice pret &#8211; si arunci la cos intentia superioara &#8211; pui un pret mai mic decat ar merita produsul tau. Urmarea e ca pari incredibil. Sau clientul crede ca [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/11/onestitatea-ofertei/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<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 [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2010/07/timpul-potrivit/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>Seductie</title>
		<link>http://training-vanzari.ro/2010/03/seductie/</link>
		<comments>http://training-vanzari.ro/2010/03/seductie/#comments</comments>
		<pubDate>Wed, 31 Mar 2010 03:58:32 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=8950</guid>
		<description><![CDATA[Cat de mult seamana aceasta secventa de seductie cu ce ar trebui sa se petreaca in vanzare! Clientul (cucoana, Diane Keaton) e abordat cu atentie, in pasi mici. Urzeala e maiastra, si complexa. Finalul e un win-win: ambele parti au de castigat. Sigur, exista si varianta curenta: contact, oferta, inchidere. &#8216;Ce mai faci?&#8217; [...] &#8216;Auzi, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2010/03/seductie/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
	</channel>
</rss>

