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	<title>Noua Vanzare &#187; Tehnici de 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>Discount, gratis?&#8230; Nu, multumesc!</title>
		<link>http://training-vanzari.ro/2012/02/discount-gratis-nu-multumesc/</link>
		<comments>http://training-vanzari.ro/2012/02/discount-gratis-nu-multumesc/#comments</comments>
		<pubDate>Wed, 08 Feb 2012 05:05:35 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Tehnici de negociere]]></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>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12147</guid>
		<description><![CDATA[In vanzari, nu e vorba niciodata de pret, ci de incredere (nu c-ul mic de la cash, ci C-ul mare de la credinta). Daca trebuie sa va justificati pretul, ati pierdut vanzarea. Daca clientul va cere &#8216;un mail de ofertare&#8217;, ati pierdut orice control asupra procesului de vanzare. Daca simtiti ca clientul cere pret, trebuie [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/discount-gratis-nu-multumesc/feed/</wfw:commentRss>
		<slash:comments>0</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>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>12 aforisme despre procesul de vanzare</title>
		<link>http://training-vanzari.ro/2010/04/12-aforisme-despre-procesul-de-vanzare/</link>
		<comments>http://training-vanzari.ro/2010/04/12-aforisme-despre-procesul-de-vanzare/#comments</comments>
		<pubDate>Mon, 26 Apr 2010 10:25:10 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Tehnici de negociere]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=9075</guid>
		<description><![CDATA[1. Nu conteaza cine ia decizia, ci cum se ia decizia. Intrebarea: &#8216;Cine e factorul de decizie aici?&#8217; e stupida, si cere un raspuns mincinos. 2. Cand lucrezi (in asigurari, de exemplu) si te plangi ca e greu sa vinzi, gandeste-te cate prezentari &#8211; gratis! &#8211; ai tinut in ultima perioada. Nu unui client caruia [...]]]></description>
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		<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>Calitatea serviciilor</title>
		<link>http://training-vanzari.ro/2009/12/calitatea-serviciilor/</link>
		<comments>http://training-vanzari.ro/2009/12/calitatea-serviciilor/#comments</comments>
		<pubDate>Thu, 03 Dec 2009 10:12:14 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Tehnici de negociere]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=7361</guid>
		<description><![CDATA[Sa negociezi pretul unui produs e util. Daca reusesti sa obtii un pret mai bun, pentru acelasi produs, ai obtinut o valoare mai buna. Ai castigat. Serviciile, insa, se aseaza pe o alta curba: de la un nivel in sus, oricat de multi bani dai, calitatea serviciilor nu creste substantial. Atata poate omul, atata stiinta [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/12/calitatea-serviciilor/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Vanzarea si sexul (3)</title>
		<link>http://training-vanzari.ro/2009/11/vanzarea-si-sexul-3/</link>
		<comments>http://training-vanzari.ro/2009/11/vanzarea-si-sexul-3/#comments</comments>
		<pubDate>Mon, 09 Nov 2009 15:03:56 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Tehnici de negociere]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=6967</guid>
		<description><![CDATA[Si cum, va incerc: ce legatura are secventa urmatoare cu vanzarea?               (Daca n-ati ghicit, va spun eu. Asta e vanzarea veche: I.O.N.. Intrerupere, Ofertare, Negociere. Pregatirea vanzarii consta intr-un costum de haine, un Aston Martin si cateva secvente invatate in oglinda. Sau, de partea celalata, aparitia pe coperta unei [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/11/vanzarea-si-sexul-3/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Manipulare emotionala: Marul otravit</title>
		<link>http://training-vanzari.ro/2009/11/manipulare-emotionala-marul-otravit/</link>
		<comments>http://training-vanzari.ro/2009/11/manipulare-emotionala-marul-otravit/#comments</comments>
		<pubDate>Mon, 02 Nov 2009 21:02:33 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Recrutare]]></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 consumator]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=6701</guid>
		<description><![CDATA[Mai tineti minte lovitura de ciocan? Lovitura de ciocan era o forma de manipulare cand mai intai ofertai ceva cu un pret foarte mare, sau faceai o propunere greu de acceptat, apoi te retrageai intr-un pret mai mic, sau intr-o propunere acceptabila. Prin comparatie, cea de-a doua propunere parea foarte buna. Dar legea consecventei? Legea [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/11/manipulare-emotionala-marul-otravit/feed/</wfw:commentRss>
		<slash:comments>3</slash:comments>
		</item>
		<item>
		<title>Calibrarea interpersonala</title>
		<link>http://training-vanzari.ro/2009/10/calibrarea-interpersonala/</link>
		<comments>http://training-vanzari.ro/2009/10/calibrarea-interpersonala/#comments</comments>
		<pubDate>Sat, 24 Oct 2009 06:32:33 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Analiza]]></category>
		<category><![CDATA[Morfologie de vanzari]]></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 negociere]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare veche]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=6229</guid>
		<description><![CDATA[In vanzarea veche exista un pas &#8211; nespus &#8211; pe care eu il numesc &#8216;calibrarea interpersonala&#8217;. E acea perioada, in partea de cunoastere dintre parti, de analiza, cand clientul si vanzatorul &#8216;se masoara&#8217; cu scopul de a determina daca &#8216;cel din fata e mai smecher sau mai fraier decat mine&#8217; (vedeti si articolul &#8216;&#8230; mai [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/10/calibrarea-interpersonala/feed/</wfw:commentRss>
		<slash:comments>0</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>
		<wfw:commentRss>http://training-vanzari.ro/2009/09/cum-tratezi-stalling-ul-impotmolirea/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Manevra de intoarcere</title>
		<link>http://training-vanzari.ro/2009/09/manevra-de-intoarcere/</link>
		<comments>http://training-vanzari.ro/2009/09/manevra-de-intoarcere/#comments</comments>
		<pubDate>Thu, 03 Sep 2009 08:09:41 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Legile influentarii]]></category>
		<category><![CDATA[Negociere]]></category>
		<category><![CDATA[Tehnici de negociere]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=5276</guid>
		<description><![CDATA[Romanul nu s-a nascut negociator, dar nevoia te invata. Criza economica i-a invatat pe multi, de exemplu, ca: sa ceri 10% discount atunci cand bati palma cu un furnizor, la semnarea contractului, are 70% sanse de succes. Pentru un cumparator mare, asta inseamna economii considerabile. Am remarcat ca o alta manevra, nu neaparat noua, si-a [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/09/manevra-de-intoarcere/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cand se foloseste Noua Vanzare (si cand Vanzarea veche)?</title>
		<link>http://training-vanzari.ro/2009/08/cand-se-foloseste-noua-vanzare-si-cand-vanzarea-veche/</link>
		<comments>http://training-vanzari.ro/2009/08/cand-se-foloseste-noua-vanzare-si-cand-vanzarea-veche/#comments</comments>
		<pubDate>Tue, 18 Aug 2009 12:03:52 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Dialog cu cititorii]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Tehnici de negociere]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Training de vanzari]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=5107</guid>
		<description><![CDATA[La ora actuala predau doua tipuri de cursuri: Vanzarea Veche, care cuprinde (printre altele) pregatirea vanzarii, prezentari, inchideri, rezolvari de obiectii, intrebari de calificare a clientilor, tehnici de manipulare, tehnici de negociere, si Noua Vanzare, care cuprinde legile influentarii, jocul interior, detasarea, derularea discutiei, comunicarea persuasiva (dezangajarea, contactare, etc), trinomul problema -solutie -cadru de incredere, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/08/cand-se-foloseste-noua-vanzare-si-cand-vanzarea-veche/feed/</wfw:commentRss>
		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>Manevra de barter</title>
		<link>http://training-vanzari.ro/2009/06/manevra-de-barter/</link>
		<comments>http://training-vanzari.ro/2009/06/manevra-de-barter/#comments</comments>
		<pubDate>Fri, 19 Jun 2009 07:06:53 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Negociere]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></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[Valori si etica]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=4021</guid>
		<description><![CDATA[Atunci cand un client iti propune ca: ceea ce faci tu sa fie platit in barter, e una din cele mai proaste vesti cu putinta. Nu pentru ca, operational, nu ai avea ce face cu produsele sau serviciile lui, ci pentru ca in realitate, iti spune asta: &#8216;Stiu ca am o durere, dar nu am incredere [...]]]></description>
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		<slash:comments>0</slash:comments>
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