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	<title>Noua Vanzare &#187; Procesul de vanzare</title>
	<atom:link href="http://training-vanzari.ro/category/procesul-de-vanzare/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>It&#8217;s nice to be powerful, but it&#8217;s more powerful to be nice</title>
		<link>http://training-vanzari.ro/2012/05/its-nice-to-be-powerful-but-its-more-powerful-to-be-nice/</link>
		<comments>http://training-vanzari.ro/2012/05/its-nice-to-be-powerful-but-its-more-powerful-to-be-nice/#comments</comments>
		<pubDate>Sat, 19 May 2012 09:21:26 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13565</guid>
		<description><![CDATA[Pana acum, anul 2012 s-a caracterizat prin: cereri multe (in special de pret mic) si inchideri (= tranzactii) putine. (Toti vanzatorii imi spun acelasi lucru.) Nevoi/ dureri/ probleme/ aspiratii sunt, dar nu sunt bani. Si ce face romanul, cand n-are bani?&#8230; Studii de piata. &#8216;N-am bani acum, dar ma informez, ca sa stiu ce o sa [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Beneficii vs. hard facts</title>
		<link>http://training-vanzari.ro/2012/05/beneficii-vs-hard-facts/</link>
		<comments>http://training-vanzari.ro/2012/05/beneficii-vs-hard-facts/#comments</comments>
		<pubDate>Sun, 13 May 2012 04:00:35 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13497</guid>
		<description><![CDATA[Cand am fost invatat eu sa vand, mi s-a spus: transforma orice caracteristica in beneficiu pentru client. Adica, ce anume poate face produsul pentru client. In industria mea (FMCG, Procter) era simplu: produsele mele puteau aduce mai multe vanzari clientilor, mai mult profit, mai multi clienti si clienti mai multumiti. Done. Ce am constatat eu [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/beneficii-vs-hard-facts/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>&#8220;Fara surprize.&#8221; Nu se aplica si la Dedeman (de fapt, nu se aplica in constructii, in general)</title>
		<link>http://training-vanzari.ro/2012/05/fara-surprize-nu-se-aplica-si-la-dedeman-de-fapt-nu-se-aplica-in-constructii-in-general/</link>
		<comments>http://training-vanzari.ro/2012/05/fara-surprize-nu-se-aplica-si-la-dedeman-de-fapt-nu-se-aplica-in-constructii-in-general/#comments</comments>
		<pubDate>Fri, 11 May 2012 05:24:35 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de manipulare]]></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=13476</guid>
		<description><![CDATA[Pe tot parcursul procesului de vanzare, trebuie sa-ti tii clientul intr-o stare de confort psihologic. Regula, simpla, si de baza e: Fara surprize. Cand cumperi de la IKEA o chestie complicata (gen biblioteca cu multe corpuri, customizate) fiecare corp are un pret, e acolo un nenea care lucreaza pe un calculator, si iti face calculul. [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/fara-surprize-nu-se-aplica-si-la-dedeman-de-fapt-nu-se-aplica-in-constructii-in-general/feed/</wfw:commentRss>
		<slash:comments>6</slash:comments>
		</item>
		<item>
		<title>Care e, de fapt, rolul tau, de vanzator?</title>
		<link>http://training-vanzari.ro/2012/05/care-e-de-fapt-rolul-tau-de-vanzator/</link>
		<comments>http://training-vanzari.ro/2012/05/care-e-de-fapt-rolul-tau-de-vanzator/#comments</comments>
		<pubDate>Thu, 10 May 2012 05:00:14 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Customer service]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Shopper]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13454</guid>
		<description><![CDATA[Acum 30 de ani, blugii erau toti la fel: drepti, grei, incomozi, cand ii puneai prima data pe tine simteai ca intri intr-o armura ca de carton, te zgariau cusaturile, si erau de o culoare albastru- indigo, care iesea in cantitati industriale, la fiecare spalare, colorandu-ti - cu ocazia asta- toata baia. Daca stateai bat, blugii [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/care-e-de-fapt-rolul-tau-de-vanzator/feed/</wfw:commentRss>
		<slash:comments>3</slash:comments>
		</item>
		<item>
		<title>Cine ii invata si pe asistentii de vanzare: sa vanda?&#8230;</title>
		<link>http://training-vanzari.ro/2012/05/cine-ii-invata-si-pe-asistentii-de-vanzare-sa-vanda/</link>
		<comments>http://training-vanzari.ro/2012/05/cine-ii-invata-si-pe-asistentii-de-vanzare-sa-vanda/#comments</comments>
		<pubDate>Sat, 05 May 2012 05:00:05 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Customer service]]></category>
		<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Training de vanzari]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></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=13395</guid>
		<description><![CDATA[Traditional, vanzatorii (reprezentantii de vanzari) sunt  cei care merg pe teren pe la clienti si gasesc cai (= dimensiuni de solutii, preturi) ca sa vanda. Asistentii de vanzare, cei care fac facturi si raspund la telefon, pot da, cel mult, oferte, si alea intr-un pret fix, de lista. In logica anilor &#8217;80, asta era o [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/cine-ii-invata-si-pe-asistentii-de-vanzare-sa-vanda/feed/</wfw:commentRss>
		<slash:comments>3</slash:comments>
		</item>
		<item>
		<title>Ti-e rusine de client?&#8230; Sa nu-ti fie.</title>
		<link>http://training-vanzari.ro/2012/05/ti-e-rusine-de-client-sa-nu-ti-fie/</link>
		<comments>http://training-vanzari.ro/2012/05/ti-e-rusine-de-client-sa-nu-ti-fie/#comments</comments>
		<pubDate>Fri, 04 May 2012 05:05:42 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></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=13376</guid>
		<description><![CDATA[In vanzarea de bunuri de larg consum, la raft, clientul (consumatorul) lucreaza dupa procesul de vanzare al furnizorului (producatorului, retailerului). Acestia stiu (statistic) criteriile de cumparare ale shopper-ului, si scala deciziei de cumparare &#8211; ordonarea acestora. Shopperul are 2 posibilitati: ori urmeaza procesul de vanzare al vanzatorului (producator, retailer), ori renunta. Nu exista cale de [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/ti-e-rusine-de-client-sa-nu-ti-fie/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<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>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/10-recomandari-pentru-o-prezentare-reusita/feed/</wfw:commentRss>
		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>Rezolvarea durerii, &#8216;gratis&#8217;</title>
		<link>http://training-vanzari.ro/2012/04/rezolvarea-durerii-gratis/</link>
		<comments>http://training-vanzari.ro/2012/04/rezolvarea-durerii-gratis/#comments</comments>
		<pubDate>Fri, 27 Apr 2012 11:31:33 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<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[Valori si etica]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13322</guid>
		<description><![CDATA[Atunci cand romanul are o durere, prima lui cautare nu e sa gaseasca un rezolvitor de probleme, ci o solutie gratis. Asta diferentiaza radical procesul de cumparare al romanului, fata de oricine altcineva. Pasul 0 al oricarui proces de cumparare este: &#8220;Cum pot eu sa-mi rezolv problema, fara sa platesc niciun ban?&#8221;. In psihicul colectiv, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/rezolvarea-durerii-gratis/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Despre (im)perfectiunea ofertei</title>
		<link>http://training-vanzari.ro/2012/04/despre-imperfectiunea-ofertei/</link>
		<comments>http://training-vanzari.ro/2012/04/despre-imperfectiunea-ofertei/#comments</comments>
		<pubDate>Tue, 24 Apr 2012 05:00:13 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Managementul timpului]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13257</guid>
		<description><![CDATA[Clientul roman e departe de a fi un client perfect &#8211; si el stie asta. In primul rand (si, spre deosebire de clienti similari din Vest) nu are bani. Sau, mai precis, cand ii are, cand nu: in suturi. Nu are o banca cu care sa colaboreze, care sa ii asigure un buget de cheltuieli [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/despre-imperfectiunea-ofertei/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Tribul</title>
		<link>http://training-vanzari.ro/2012/04/tribul/</link>
		<comments>http://training-vanzari.ro/2012/04/tribul/#comments</comments>
		<pubDate>Sun, 15 Apr 2012 05:00:27 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Diverse]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13140</guid>
		<description><![CDATA[In iunie 1998 am facut 30 de ani. Cu cateva zile inainte, am vorbit cu managerul unui pub apropiat (imi amintesc si numele: Cork &#38; Bottle, nu mai exista, acum e un condominium de locuinte) am rezervat o sala, am comandat mancare (de pub) si un set minim de beri (una de persoana) si am [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/tribul/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>&#8220;Cum sa protejez relatia privilegiata dintre mine si client?&#8221;</title>
		<link>http://training-vanzari.ro/2012/04/cum-sa-protejez-relatia-privilegiata-dintre-mine-si-client/</link>
		<comments>http://training-vanzari.ro/2012/04/cum-sa-protejez-relatia-privilegiata-dintre-mine-si-client/#comments</comments>
		<pubDate>Sat, 07 Apr 2012 05:00:20 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13035</guid>
		<description><![CDATA[La cursurile mele se pun s intrebari din viata, normale pentru oameni de 20 de ani, la inceput de drum. Cum eu imi organizez cursul &#8211; morfologic vorbind &#8211; pe baza intrebarilor puse de audienti, iau aceste intrebari si le re-aplic in contextul discutat al vanzarii. Acum cateva saptamani, am primit de la o cursanta [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/cum-sa-protejez-relatia-privilegiata-dintre-mine-si-client/feed/</wfw:commentRss>
		<slash:comments>0</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>Cele 3 intrebari fundamentale</title>
		<link>http://training-vanzari.ro/2012/03/cele-3-intrebari-fundamentale/</link>
		<comments>http://training-vanzari.ro/2012/03/cele-3-intrebari-fundamentale/#comments</comments>
		<pubDate>Thu, 29 Mar 2012 05:03:01 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12806</guid>
		<description><![CDATA[Un client cumpara daca: are o durere, vrea sa si-o rezolve, si are bani sa cumpere rezolvarea durerii. La prima intalnire (atentie, nu la primul telefon, asta e cu totul altceva), sunt  3 intrebari care trebuie puse, care sa te lamureasca cu ce fel de client ai de-a face. Intrebarea despre problema (valoarea pe care [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/cele-3-intrebari-fundamentale/feed/</wfw:commentRss>
		<slash:comments>8</slash:comments>
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