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	<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>
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						<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>
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		<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>
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		<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>
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		<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>
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		<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>
		<item>
		<title>Lipsa de claritate</title>
		<link>http://training-vanzari.ro/2010/03/lipsa-de-claritate/</link>
		<comments>http://training-vanzari.ro/2010/03/lipsa-de-claritate/#comments</comments>
		<pubDate>Sat, 27 Mar 2010 09:55:12 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Morfologie de vanzari]]></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>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=8885</guid>
		<description><![CDATA[Acum doua zile am stat fata-in-fata cu un client care repeta, periodic, sintagma &#8216;pretul corect&#8217;. Ar fi cumparat, daca ar fi fost &#8216;pretul corect&#8217;. Care nu ar fi fost neaparat pretul cel mai mic, ci pretul la care clientii ar fi fost dispusi sa cumpere. Clienti pe care, de fapt, nu ii avea. De care [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2010/03/lipsa-de-claritate/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Clientul de pret</title>
		<link>http://training-vanzari.ro/2010/03/clientul-de-pret/</link>
		<comments>http://training-vanzari.ro/2010/03/clientul-de-pret/#comments</comments>
		<pubDate>Wed, 17 Mar 2010 11:28:28 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Distributie]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=8812</guid>
		<description><![CDATA[Cea mai sigura cale ca sa-ti scazi pretul in piata e sa faci distributie. Cu cat ai mai multi clienti, mai multe puncte de vanzare, cu atat ai mai multa ofertare pe produsele tale, si, in consecinta, pretul tau catre clientul final &#8211; pe piata &#8211; ajunge sa fie mai mic. Cu cat vanzatorul tau [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2010/03/clientul-de-pret/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Minciuna folositoare</title>
		<link>http://training-vanzari.ro/2009/11/minciuna-folositoare/</link>
		<comments>http://training-vanzari.ro/2009/11/minciuna-folositoare/#comments</comments>
		<pubDate>Fri, 06 Nov 2009 08:05:17 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=6879</guid>
		<description><![CDATA[Eu nu propovaduiesc minciuna. Dimpotriva. Dar, recunosc, sunt cazuri cand e mai bine sa minti. Ieri m-am intalnit cu un prieten la Starbucks, la mall-ul din Vitan. Ca tot eram acolo, ma gandesc: hai sa-i fac o surpriza Cristinei, sa-i iau bilet la un film. Ma uit pe program si singurul film care era ingurgitabil [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/11/minciuna-folositoare/feed/</wfw:commentRss>
		<slash:comments>3</slash:comments>
		</item>
		<item>
		<title>Cele 12 FRICI principale din vanzari</title>
		<link>http://training-vanzari.ro/2009/10/cele-12-frici-principale-din-vanzari/</link>
		<comments>http://training-vanzari.ro/2009/10/cele-12-frici-principale-din-vanzari/#comments</comments>
		<pubDate>Thu, 29 Oct 2009 14:13:24 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Cariera in vanzari]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Managementul timpului]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=6345</guid>
		<description><![CDATA[Frica e principalul dusman al vanzarii. Mai mare decat minciuna, presupunerea, aroganta, agresivitatea, dependenta de rezultat, disperarea, prostia. Vanzatorul roman e invadat de frica: si nu are randament. Vanzarea pare o operatie herculeana: si nu este, si nu trebuie sa fie. Vanzarea e o profesie, ca oricare alta: rezolvi niste probleme, ajuti niste oameni, creezi [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/10/cele-12-frici-principale-din-vanzari/feed/</wfw:commentRss>
		<slash:comments>3</slash:comments>
		</item>
		<item>
		<title>Intrerupere &#8211; Ofertare &#8211; Negociere (I.O.N.)</title>
		<link>http://training-vanzari.ro/2009/10/intrerupere-ofertare-negociere-i-o-n/</link>
		<comments>http://training-vanzari.ro/2009/10/intrerupere-ofertare-negociere-i-o-n/#comments</comments>
		<pubDate>Tue, 13 Oct 2009 08:58:18 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=5954</guid>
		<description><![CDATA[Cele mai multe secvente de vanzare din Romania, sunt, de fapt, ION-uri: secvente de Intrerupere &#8211; Ofertare &#8211; Negociere. ION-urile sunt usor standardizabile si procedurizabile, pot fi executate de oricine (chiar si de statatoarele secretare neinstruite in expertiza de produs), se soldeaza cu luari de comanda (&#8216;order taking&#8217;), nu cu dezvoltari de comanda (&#8216;order getting&#8217;). [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/10/intrerupere-ofertare-negociere-i-o-n/feed/</wfw:commentRss>
		<slash:comments>8</slash:comments>
		</item>
		<item>
		<title>Negatia partiala</title>
		<link>http://training-vanzari.ro/2009/10/negatia-partiala/</link>
		<comments>http://training-vanzari.ro/2009/10/negatia-partiala/#comments</comments>
		<pubDate>Wed, 07 Oct 2009 09:43:04 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Prezentari]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Tehnici de negociere]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=5848</guid>
		<description><![CDATA[Elena Udrea a luat trei mere de aur, echivalentul Oscarilor in domeniul turismului &#8211; cel putin asa a spus dumneai, la tribuna Parlamentului, ieri. Din punctul meu de vedere, mi se rupe. Putea sa ia si trei cocosei de aur, sau putea sa ia si cocoselul de aur prezidential. Pe langa asta, dna ministru Udrea [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/10/negatia-partiala/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cum tratezi stalling-ul (impotmolirea)?</title>
		<link>http://training-vanzari.ro/2009/09/cum-tratezi-stalling-ul-impotmolirea/</link>
		<comments>http://training-vanzari.ro/2009/09/cum-tratezi-stalling-ul-impotmolirea/#comments</comments>
		<pubDate>Wed, 16 Sep 2009 07:33:38 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Tehnici de negociere]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=5509</guid>
		<description><![CDATA[ ]]></description>
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		<slash:comments>0</slash:comments>
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