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	<title>Noua Vanzare &#187; Prezentari</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>10 recomandari pentru o prezentare reusita</title>
		<link>http://training-vanzari.ro/2012/04/10-recomandari-pentru-o-prezentare-reusita/</link>
		<comments>http://training-vanzari.ro/2012/04/10-recomandari-pentru-o-prezentare-reusita/#comments</comments>
		<pubDate>Sun, 29 Apr 2012 05:06:32 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Prezentari]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13350</guid>
		<description><![CDATA[Sigur, eu nu recomand sa faceti prezentari. Mi se pare stupid &#8211; mai ales in decursul unui proces de vanzare. La fel cum nu cred ca trebuie masurat numarul de prezentari: in realitate, legatura intre numarul de prezentari si vanzarile efectuate e pur intamplatoare. Uneori, insa, asta esti nevoit sa faci. E vorba de un [...]]]></description>
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		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>Regula celor 100 de cuvinte</title>
		<link>http://training-vanzari.ro/2011/12/regula-celor-100-de-cuvinte/</link>
		<comments>http://training-vanzari.ro/2011/12/regula-celor-100-de-cuvinte/#comments</comments>
		<pubDate>Thu, 15 Dec 2011 05:03:46 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Prezentari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=11439</guid>
		<description><![CDATA[In 60 de secunde poti spune 100 de cuvinte. In ziua de azi, 60 de secunde e perioada in care cineva &#8211; oricine &#8211; iti acorda atentie si interes, nedisimulate. Dupa (maxim) acest rastimp, trece la un alt subiect. Ai 60 de secunde, si 100 de cuvinte sa poti spune ceva, care sa fie memorabil, [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Repozitionarea propunerii</title>
		<link>http://training-vanzari.ro/2011/11/repozitionarea-propunerii/</link>
		<comments>http://training-vanzari.ro/2011/11/repozitionarea-propunerii/#comments</comments>
		<pubDate>Tue, 15 Nov 2011 05:02:42 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Prezentari]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10945</guid>
		<description><![CDATA[Te inarmeaza firma cu o propunere standard. O reciti: functioneaza statistic. O idee mai buna e sa-ti adaptezi propunerea la obiectivele, durerile, si modul de a vedea lucrurile ale clientului. Sotia mea e mare amatoare de interioare somptuoase, antichitati, si decoruri extravagante. Eu, dimpotriva: imi plac suprafetele mari, lise, ordonate, minimaliste. Anul asta m-a terorizat, [...]]]></description>
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		<slash:comments>6</slash:comments>
		</item>
		<item>
		<title>&#8220;Si ce daca?&#8230;&#8221;</title>
		<link>http://training-vanzari.ro/2011/11/si-ce-daca/</link>
		<comments>http://training-vanzari.ro/2011/11/si-ce-daca/#comments</comments>
		<pubDate>Tue, 01 Nov 2011 05:06:30 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Distributie]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Multinationale]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Prezentari]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10808</guid>
		<description><![CDATA[Exista o cale foarte simpla de a decanta vorbirea relevanta (pentru client) de umplutura. Iti pui intrebarea: &#8220;Si ce daca?&#8230;&#8221;. Mai precis, daca clientul poate spune, in raspuns la spusele tale &#8220;Si ce daca?&#8217;&#8230;&#8221;, fara sa para nebun sau prost de-a binelea, inseamna ca spusa ta are o problema si trebuie refacuta sau eliminata. Astfel [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Vrei sa vinzi mai scump? Ia re-vizioneaza asta:</title>
		<link>http://training-vanzari.ro/2010/02/vrei-sa-vinzi-mai-scump-ia-re-vizioneaza-asta/</link>
		<comments>http://training-vanzari.ro/2010/02/vrei-sa-vinzi-mai-scump-ia-re-vizioneaza-asta/#comments</comments>
		<pubDate>Tue, 09 Feb 2010 17:20:05 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Prezentari]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=8457</guid>
		<description><![CDATA[Ce faci cand e criza, vinzi mai scump, sau mai ieftin? Sincer? Amandoua. Daca pana acum aveai o tepusa, acum trebuie sa ai o furculita, sau un trident. Dezvolta-ti un produs &#8211; sau un concept &#8211; mai ieftin, si unul mai scump. Chiar: mult mai scump. Pentru ca e criza, porneste discutia (impotriva preceptelor lui [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2010/02/vrei-sa-vinzi-mai-scump-ia-re-vizioneaza-asta/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Gandeste</title>
		<link>http://training-vanzari.ro/2010/01/gandeste-asa/</link>
		<comments>http://training-vanzari.ro/2010/01/gandeste-asa/#comments</comments>
		<pubDate>Sat, 02 Jan 2010 16:04:40 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Prezentari]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Trade marketing]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=7869</guid>
		<description><![CDATA[Daca produsul tau ar fi pe rafturile unui muzeu, cat interes ar starni din partea vizitatorilor? Sanse sunt ca: foarte putin. Ca, de fapt, marea majoritate a exponatelor din muzee. Treci pe langa ele si mergi mai departe. Uite: sa zicem ca esti intr-un muzeu (mi s-a intamplat mie la Science Museum din South Kensington) [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2010/01/gandeste-asa/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Exacerbarea durerii</title>
		<link>http://training-vanzari.ro/2009/12/exacerbarea-durerii/</link>
		<comments>http://training-vanzari.ro/2009/12/exacerbarea-durerii/#comments</comments>
		<pubDate>Sat, 26 Dec 2009 12:29:06 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Prezentari]]></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[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=7587</guid>
		<description><![CDATA[Chirurg: Doamna, ati facut un chist Benson. Trebuie operat imediat, altfel peste un an nu mai puteti merge. Avocat: Trebuie sa facem neaparat un proces verbal de predare primire autentificat, altfel riscam sa nu fie acceptat ca proba intr-un proces, si astfel sa pierdem procesul. Constructor: Aici trebuie sa sapam 3,5 m in pamant, sa [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/12/exacerbarea-durerii/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Spuse care vand! ;)</title>
		<link>http://training-vanzari.ro/2009/12/spuse-care-vand-2/</link>
		<comments>http://training-vanzari.ro/2009/12/spuse-care-vand-2/#comments</comments>
		<pubDate>Thu, 24 Dec 2009 17:26:00 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Prezentari]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=7550</guid>
		<description><![CDATA[Se pare ca articolele lungi si cel audio nu mai sunt placute WordPress-ului. Am primit reclamatii ca articolul precedent nu se poate vedea. De aceea l-am copiat in format word, si il puteti descarca. Contine expresii verbale care ajuta la vanzare: SpuseCareVand Inca alte tehnici le aveti aici: cadou de Sarbatori. Un Craciun fericit!]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/12/spuse-care-vand-2/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Brosura</title>
		<link>http://training-vanzari.ro/2009/11/brosura/</link>
		<comments>http://training-vanzari.ro/2009/11/brosura/#comments</comments>
		<pubDate>Thu, 05 Nov 2009 09:47:10 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Prezentari]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=6819</guid>
		<description><![CDATA[Fiecare firma are o brosura de prezentare. Cu poze, texte frumoase, testimoniale. Ba chiar, vanzatorii cer sa aiba asa ceva. E considerata instrument de vanzare. Costa o gramada de bani. Si n-o citeste nimeni. Nici macar vanzatorii. Cei mai multi clienti o pun undeva, intr-un colt. Unii o arunca direct la cos. Altii o arunca [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/11/brosura/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Vanzarea comparativa</title>
		<link>http://training-vanzari.ro/2009/10/vanzarea-comparativa/</link>
		<comments>http://training-vanzari.ro/2009/10/vanzarea-comparativa/#comments</comments>
		<pubDate>Sat, 31 Oct 2009 09:31:49 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Prezentari]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=6516</guid>
		<description><![CDATA[Dupa mine, nu exista masina mai plictisitoare decat Ford Focus. Si asta, in pofida faptului ca m-am simtit intotdeauna bine intr-un Ford: mi-a dat acea senzatie de&#8230; eee&#8230; lucru bine facut. La viata mea, am incercat sa cumpar un Focus de vreo 4 ori: si de fiecare data am dat chix. Ma rog, la asta [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/10/vanzarea-comparativa/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Dezbatere: Noul iMac: Noua Vanzare sau vanzare veche?</title>
		<link>http://training-vanzari.ro/2009/10/dezbatere-noul-imac-noua-vanzare-sau-vanzare-veche/</link>
		<comments>http://training-vanzari.ro/2009/10/dezbatere-noul-imac-noua-vanzare-sau-vanzare-veche/#comments</comments>
		<pubDate>Fri, 23 Oct 2009 15:12:46 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Dialog cu cititorii]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Prezentari]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=6213</guid>
		<description><![CDATA[M-am uitat la filmuletul de lansare al noului iMac, pus pe youtube. Primul lucru care m-a socat: lipsa cascadoriilor de advertizing. E o vanzare interpersonala, aproape clasica, facuta de niste baieti care evident au fost implicati in proiect, si care, aparent n-au nici o treaba cu vanzarea. Si totusi, evident, scopul filmului e sa vanda. [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/10/dezbatere-noul-imac-noua-vanzare-sau-vanzare-veche/feed/</wfw:commentRss>
		<slash:comments>2</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>Re-evaluarea caracteristicilor</title>
		<link>http://training-vanzari.ro/2009/09/re-evaluarea-caracteristicilor/</link>
		<comments>http://training-vanzari.ro/2009/09/re-evaluarea-caracteristicilor/#comments</comments>
		<pubDate>Tue, 22 Sep 2009 08:31:23 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Prezentari]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=5617</guid>
		<description><![CDATA[Orice curs de vanzari poveste ca: &#8216;caracteristicile spun, beneficiile vand&#8217;. Cu alte cuvinte, nu vinde bormasina, ci gaura facuta in perete. Nu detergentul, ci banii pe care ii obtine din vanzarea lui (daca e proprietar de magazin) sau scoaterea dungii negre de pe gulerul camasii (daca e vorba de gospodina). (vezi clipul pe IQads) Insa [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/09/re-evaluarea-caracteristicilor/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Povestea de succes</title>
		<link>http://training-vanzari.ro/2009/09/povestea-de-succes/</link>
		<comments>http://training-vanzari.ro/2009/09/povestea-de-succes/#comments</comments>
		<pubDate>Mon, 21 Sep 2009 10:51:04 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Prezentari]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Proiecte de succes]]></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=5604</guid>
		<description><![CDATA[Nimic nu e mai atragator decat o poveste de succes. Spusa insa intr-un context de vanzare, de exemplu intr-o secventa de vanzare, povestea de succes nu are efect pentru ca e incredibila. Orice &#8216;de vanzare&#8217; stampilat peste o poveste de succes, chiar si cu intentie superioara, distruge veridicitatea. Mie imi e greu sa fiu crezut, [...]]]></description>
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		<slash:comments>0</slash:comments>
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