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	<title>Noua Vanzare &#187; Tehnici de negociere</title>
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	<description>“The purpose of business is to create and keep a customer.” Peter Drucker</description>
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						<item>
		<title>Cum sa vinzi cautatorilor de pret, in 3 pasi</title>
		<link>http://training-vanzari.ro/2012/05/cum-sa-vinzi-cautatorilor-de-pret-in-3-pasi/</link>
		<comments>http://training-vanzari.ro/2012/05/cum-sa-vinzi-cautatorilor-de-pret-in-3-pasi/#comments</comments>
		<pubDate>Wed, 23 May 2012 04:00:00 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Tehnici de negociere]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13617</guid>
		<description><![CDATA[Cautatorii de pret cumpara pe un singur criteriu: pret cat mai mic. In subsidiar, rareori, mai sunt interesati de: calitate, garantie, service, facturi/ documente/ certificate de conformitate. Asta fiind regula, ca sa-i vinzi unui cautator de pret, trebuie sa indeplinesti 2 conditii: sa-i oferi pretul cel mai mic (din ofertele pe care le are) si [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/cum-sa-vinzi-cautatorilor-de-pret-in-3-pasi/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cereti-le factura! (Cum se rezolva &#8216;licitatia inversa&#8217;)</title>
		<link>http://training-vanzari.ro/2012/05/cereti-le-factura-cum-se-rezolva-licitatia-inversa/</link>
		<comments>http://training-vanzari.ro/2012/05/cereti-le-factura-cum-se-rezolva-licitatia-inversa/#comments</comments>
		<pubDate>Sat, 12 May 2012 04:00:10 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Tehnici de negociere]]></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 pe internet]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13496</guid>
		<description><![CDATA[Ati auzit de licitatia inversa? Probabil ca nu &#8211; oricum, nu sub acest termen. Dar de lovit, si de practicat, sigur v-ati lovit, si sigur ati practicat-o. E cea mai simpla metoda de negociere din manual. In varianta ei simpla, e cam asa: spui un pret, clientul stramba din nas si zice ca e prea [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/cereti-le-factura-cum-se-rezolva-licitatia-inversa/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Mecanisme de pre-emptiune</title>
		<link>http://training-vanzari.ro/2012/04/mecanisme-de-pre-emptiune/</link>
		<comments>http://training-vanzari.ro/2012/04/mecanisme-de-pre-emptiune/#comments</comments>
		<pubDate>Thu, 26 Apr 2012 05:00:15 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Contracte]]></category>
		<category><![CDATA[Tehnici de manipulare]]></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=13268</guid>
		<description><![CDATA[Pre-emptiunea se intampla atunci cand golesti caloriferul ca sa nu curga apa. Sau atunci cand dai foc, controlat, unor paduri sau ierburi uscate, ca sa nu se intinda focul mai departe. La oamenii de bun-simt (putini, cati mai sunt) functioneaza reciprocitatea. Adica: imi dai, iti dau. Daca cel care trebuie sa-ti dea nu are de [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/mecanisme-de-pre-emptiune/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Respectarea furnizorului</title>
		<link>http://training-vanzari.ro/2012/04/respectarea-furnizorului/</link>
		<comments>http://training-vanzari.ro/2012/04/respectarea-furnizorului/#comments</comments>
		<pubDate>Sat, 21 Apr 2012 06:41:36 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[FMCG]]></category>
		<category><![CDATA[Managementul timpului]]></category>
		<category><![CDATA[Studii de caz]]></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=13206</guid>
		<description><![CDATA[Daca esti un client final al unui produs pe care il cumperi o singura data in viata, iti permiti sa negociezi. In principiu, chiar daca ai lasat un gust amar potentialilor furnizori, tu ti-ai atins scopul: ai cumparat ce doreai sau ce aveai nevoie, la un pret mai mic. Chiar daca licitatorii te pun pe [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Costul timpului</title>
		<link>http://training-vanzari.ro/2012/02/costul-timpului/</link>
		<comments>http://training-vanzari.ro/2012/02/costul-timpului/#comments</comments>
		<pubDate>Mon, 13 Feb 2012 05:00:00 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Managementul timpului]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de negociere]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare pe internet]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12206</guid>
		<description><![CDATA[Time is money. Asta o stie oricine. Cu cat procesul tau de vanzare e mai lung (= cu cat clientul e mai dificil, ai nevoie de mai multe intalniri ca sa generezi o comanda) cu atat vanzarea ta costa mai mult, si, implicit, faci mai putin profit din respectiva vanzare. Cu toate astea, clientii dificili, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/02/costul-timpului/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<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>
		<wfw:commentRss>http://training-vanzari.ro/2010/04/12-aforisme-despre-procesul-de-vanzare/feed/</wfw:commentRss>
		<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>
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		<slash:comments>0</slash:comments>
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