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	<title>Noua Vanzare &#187; Toate articolele</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>Cum putem reactiona la minciunile clientilor. Minciuna 1: Amanarea (&#8220;Mai lasa-ma sa ma gandesc.&#8221;)</title>
		<link>http://training-vanzari.ro/2012/05/cum-putem-reactiona-la-minciunile-clientilor-minciuna-1-amanarea-mai-lasa-ma-sa-ma-gandesc/</link>
		<comments>http://training-vanzari.ro/2012/05/cum-putem-reactiona-la-minciunile-clientilor-minciuna-1-amanarea-mai-lasa-ma-sa-ma-gandesc/#comments</comments>
		<pubDate>Thu, 24 May 2012 03:56:42 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13625</guid>
		<description><![CDATA[Clientii ne mint. Ca o fac ca sa se apere (de vanzatorii prea puternici, stiutori, insa nu bine intentionati), sau sa aiba de castigat cat mai mult (pe cale de negociere ulterioara) din achizitia respectiva, sau din cauza unor diverse cupiditati personale, cert e ca, in fiecare zi, suntem mintiti, intr-un fel sau altul. Intr-o [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/cum-putem-reactiona-la-minciunile-clientilor-minciuna-1-amanarea-mai-lasa-ma-sa-ma-gandesc/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<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>De ce trebuie sa mintim?</title>
		<link>http://training-vanzari.ro/2012/05/de-ce-trebuie-sa-mintim/</link>
		<comments>http://training-vanzari.ro/2012/05/de-ce-trebuie-sa-mintim/#comments</comments>
		<pubDate>Tue, 22 May 2012 04:00:40 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Analiza]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Shopper]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13598</guid>
		<description><![CDATA[&#8220;Suntem cea mai mare firma din domeniu, din tara.&#8221; &#8220;Din momentul platii, in 2 zile va livram produsul.&#8221; &#8220;Orice service se rezolva in cateva ore de la primul telefon. Chiar si daca e duminica. Chiar si in ziua de Craciun.&#8221; &#8220;Toate produsele noastre au 10 ani garantie. Sigur, excluzand componentele de uzura.&#8221; &#8220;N-o sa gasiti [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/de-ce-trebuie-sa-mintim/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Oferte &#8216;ntepatoare</title>
		<link>http://training-vanzari.ro/2012/05/oferte-ntepatoare/</link>
		<comments>http://training-vanzari.ro/2012/05/oferte-ntepatoare/#comments</comments>
		<pubDate>Mon, 21 May 2012 04:00:58 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Tepe si tepari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13589</guid>
		<description><![CDATA[Acum cateva luni am cunoscut un arhitect, cand am vizitat un potential client. Om serios. Vorbea corect. L-am invitat sa ma ajute cu partea ambientala a curtii casei mele. A venit omul, a vazut, a facut poze, si mi-a trimis oferta pe mail: 12,000 de euro. End. Cu numai 2 saptamani in urma, decid ca [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/oferte-ntepatoare/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>Daca sunteti de dreapta, macar fiti de dreapta</title>
		<link>http://training-vanzari.ro/2012/05/daca-sunteti-de-dreapta-macar-fiti-de-dreapta/</link>
		<comments>http://training-vanzari.ro/2012/05/daca-sunteti-de-dreapta-macar-fiti-de-dreapta/#comments</comments>
		<pubDate>Sun, 20 May 2012 06:43:27 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Lumea politica]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13577</guid>
		<description><![CDATA[Au fost 4 ani de guvernare &#8216;de dreapta&#8217;, marca Boc. Un om slab, fara hotarare, usor de condus. Cu exceptia mult-discutatei (si, din punctul meu de vedere, inutil-discutatei) reduceri de salarii la slujbasii de stat (care, oricum, nu meritau nici macar banii redusi, la cata productivitate au), in rest, am avut parte numai de masuri [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/daca-sunteti-de-dreapta-macar-fiti-de-dreapta/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<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>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/its-nice-to-be-powerful-but-its-more-powerful-to-be-nice/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Nu-ti concediezi (corect) prospectii?&#8230; Trebuie ca esti fraier.</title>
		<link>http://training-vanzari.ro/2012/05/nu-ti-concediezi-corect-prospectii-trebuie-ca-esti-fraier/</link>
		<comments>http://training-vanzari.ro/2012/05/nu-ti-concediezi-corect-prospectii-trebuie-ca-esti-fraier/#comments</comments>
		<pubDate>Fri, 18 May 2012 06:18:19 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13557</guid>
		<description><![CDATA[Cand a fost ultima data cand ti-ai concediat un prospect (= un client potential, cu care deja discuti, dar care inca nu a cumparat de la tine)? In cazul meu: ieri. A fost un nenea care m-a contactat pe messenger (astia sunt cei mai rai, nici macar bani pe telefon nu vor sa dea), si [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/nu-ti-concediezi-corect-prospectii-trebuie-ca-esti-fraier/feed/</wfw:commentRss>
		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>Solutii simple, dar curajoase</title>
		<link>http://training-vanzari.ro/2012/05/solutii-simple-dar-curajoase/</link>
		<comments>http://training-vanzari.ro/2012/05/solutii-simple-dar-curajoase/#comments</comments>
		<pubDate>Fri, 18 May 2012 05:26:19 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare pe internet]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13550</guid>
		<description><![CDATA[Intr-o lume in care solutiile abunda, diferenta o face curajul. Care se traduce, de multe ori, in capacitatea (si dorinta) de a lua decizii, si de a fi responsabil pentru acestea. Eu am crescut (= am fost invatat) si am trait intr-o lume care functiona astfel: daca am o problema, sa ma adresez unuia care [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/solutii-simple-dar-curajoase/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>De ce nu e bine sa avem asteptari</title>
		<link>http://training-vanzari.ro/2012/05/de-ce-nu-e-bine-sa-avem-asteptari/</link>
		<comments>http://training-vanzari.ro/2012/05/de-ce-nu-e-bine-sa-avem-asteptari/#comments</comments>
		<pubDate>Wed, 16 May 2012 04:03:00 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Cariera in vanzari]]></category>
		<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13545</guid>
		<description><![CDATA[Remarcati ceva: libertatea (inclusiv cea de a alege) merge mana-n mana cu nefericirea. In vremurile comuniste, nu aveai din ce alege. Si nici vecinul tau nu avea o masina mai buna decat a ta. Paradoxal, si in prostia lor, oamenii erau mai fericiti. Acum, alegerea e a noastra (si a fiecaruia, in parte). In fiecare [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/de-ce-nu-e-bine-sa-avem-asteptari/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>De ce il votez pe Prigoana</title>
		<link>http://training-vanzari.ro/2012/05/de-ce-il-votez-pe-prigoana/</link>
		<comments>http://training-vanzari.ro/2012/05/de-ce-il-votez-pe-prigoana/#comments</comments>
		<pubDate>Mon, 14 May 2012 06:23:21 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Diverse]]></category>
		<category><![CDATA[Lumea politica]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13527</guid>
		<description><![CDATA[Inainte de alegerile de primar din 2000 (fusesem mai mult plecat, si nu prea la curent cu ce se intampla prin Romania) m-am consultat cu unul din soferii firmei: &#8220;May, Mircea (cred), tu cu cine votezi?&#8221;. Si mi-a raspuns, simplu si clar: &#8220;Nu-mi place nici unul, toti sunt hoti, dar o sa-l votez pe asta [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/de-ce-il-votez-pe-prigoana/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>Organizatiile adormite. Si ce facem ca sa le trezim</title>
		<link>http://training-vanzari.ro/2012/05/organizatiile-adormite-si-ce-facem-ca-sa-le-trezim/</link>
		<comments>http://training-vanzari.ro/2012/05/organizatiile-adormite-si-ce-facem-ca-sa-le-trezim/#comments</comments>
		<pubDate>Mon, 14 May 2012 04:00:05 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Multinationale]]></category>
		<category><![CDATA[Resurse umane]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Uncategorized]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13366</guid>
		<description><![CDATA[Curajul inseamna administrarea fricii, nu ignorarea ei. Ignorarea fricii e nebunie. Istoric, omul a actionat in grupuri (= a format o organizatie) ca sa-si poata exercita curajul. (Cu alte cuvinte, organizatiile sunt numai un cadru de lucru unde un om sa isi manifeste curajul si capacitatea de a gasi solutii.) Daca ar fi pornit de [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/organizatiile-adormite-si-ce-facem-ca-sa-le-trezim/feed/</wfw:commentRss>
		<slash:comments>1</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>&#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>Toata lumea cere, nimeni nu da</title>
		<link>http://training-vanzari.ro/2012/05/toata-lumea-cere-nimeni-nu-da/</link>
		<comments>http://training-vanzari.ro/2012/05/toata-lumea-cere-nimeni-nu-da/#comments</comments>
		<pubDate>Fri, 11 May 2012 04:00:25 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Tepe si tepari]]></category>
		<category><![CDATA[Toate articolele]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13465</guid>
		<description><![CDATA[Legea reciprocitatii spune: iti returnez favorurile pe care mi le faci. Imi dai, iti dau. Cu varianta cu anticipare (Pompa de aer): iti dau, ma astept sa-mi dai. Sigur, daca cererea de reciprocitate e imediata, trebuie indeplinita. Daca e mai tarzie, se uita. In Romania, insa, constat aparitia unui sport national: cererea. Sindromul vecinei care [...]]]></description>
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