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	<title>Noua Vanzare &#187; Vanzare de servicii</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>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>Autenticitatea (gesturi mici, care fac diferenta)</title>
		<link>http://training-vanzari.ro/2012/05/autenticitatea-gesturi-mici-care-fac-diferenta/</link>
		<comments>http://training-vanzari.ro/2012/05/autenticitatea-gesturi-mici-care-fac-diferenta/#comments</comments>
		<pubDate>Wed, 09 May 2012 05:00:56 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></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[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13447</guid>
		<description><![CDATA[Mi-am pus dintotdeauna intrebarea de ce Jamie Oliver e mai atragator (ca si bucatar) decat multi altii. Nu e mai frumos, nu gateste neaparat mai bine, (am fost la restaurantul lui, seventeen, si am fost total dezamagit &#8211; am mancat chiar prost), nu mai e (chiar) la prima tinerete, nu spune (neaparat) lucruri noi, dimpotriva&#8230; [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/autenticitatea-gesturi-mici-care-fac-diferenta/feed/</wfw:commentRss>
		<slash:comments>0</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>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>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>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/respectarea-furnizorului/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cititorilor mei (grijulii ;) ), cu drag</title>
		<link>http://training-vanzari.ro/2012/04/cititorilor-mei-grijulii-cu-drag/</link>
		<comments>http://training-vanzari.ro/2012/04/cititorilor-mei-grijulii-cu-drag/#comments</comments>
		<pubDate>Wed, 18 Apr 2012 07:24:01 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Dialog cu cititorii]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Training de vanzari]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13196</guid>
		<description><![CDATA[Din cand in cand, mai primesc comment-uri in care mi se atrage atentia ca: tehnici prezentate de mine pe acest site au fost predate la un training de vanzari (in titlu personal); texte de pe manualele mele, paragrafe intregi, au fost regasite in manuale ale unor alti traineri (care nu mentionau si de unde le [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/cititorilor-mei-grijulii-cu-drag/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>
		</item>
		<item>
		<title>Mituri din vanzari: vanzarea pe recomandare</title>
		<link>http://training-vanzari.ro/2012/03/mituri-din-vanzari-vanzarea-pe-recomandare/</link>
		<comments>http://training-vanzari.ro/2012/03/mituri-din-vanzari-vanzarea-pe-recomandare/#comments</comments>
		<pubDate>Mon, 26 Mar 2012 05:06:16 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Procesul de vanzare]]></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=12456</guid>
		<description><![CDATA[In Romania exista un mit: vanzarea pe recomandare. Care suna astfel: &#8216;Bah, eu imi construiesc afacerea pe recomandari. Fac treaba buna, si clientul, multumit, ma recomanda altora, care vin si cumpara de la mine, cum vine caprioara la apa. Si, uite-asa, fac si bani.&#8217;. Oare?&#8230; In realitate, e doar o scuza pentru lipsa de activitate [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/mituri-din-vanzari-vanzarea-pe-recomandare/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Raspunsul evaziv</title>
		<link>http://training-vanzari.ro/2012/03/raspunsul-evaziv/</link>
		<comments>http://training-vanzari.ro/2012/03/raspunsul-evaziv/#comments</comments>
		<pubDate>Thu, 22 Mar 2012 05:09:44 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></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>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12859</guid>
		<description><![CDATA[In vanzari, exista o regula: cine intreaba primul de pret, castiga. De aceea agentii imobiliari (mai harsaiti) intreaba foarte repede: &#8220;Si ce buget aveti pentru [...]?&#8221;. De aceea emag are preturile postate, si nu un pop-up care spune: sunati-ne, sa va facem un pret. In vanzarea B2B, e la fel. In loc sa prezinti feluritele [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/raspunsul-evaziv/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>O solutie simpla</title>
		<link>http://training-vanzari.ro/2012/03/o-solutie-simpla/</link>
		<comments>http://training-vanzari.ro/2012/03/o-solutie-simpla/#comments</comments>
		<pubDate>Mon, 19 Mar 2012 05:00:32 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12825</guid>
		<description><![CDATA[Ca sa vinzi, trebuie ca procesul tau de vanzare, sa se potriveasca cu procesul de cumparare al clientului. Lipsurile financiare, internetul si efectul de China au adaugat, la cele mai multe procese de cumparare, inca uo faza: faza de pre-selectie. In aceasta faza clientul intreaba de pret, si, practic, selecteaza viitorii furnizori (potentialii licitatori) in [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/o-solutie-simpla/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>Joaca cu calitatea</title>
		<link>http://training-vanzari.ro/2012/03/joaca-cu-calitatea/</link>
		<comments>http://training-vanzari.ro/2012/03/joaca-cu-calitatea/#comments</comments>
		<pubDate>Thu, 15 Mar 2012 05:06:24 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Cariera in vanzari]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Incredere]]></category>
		<category><![CDATA[Studii de caz]]></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>
		<category><![CDATA[Vanzare de servicii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12769</guid>
		<description><![CDATA[Acum 8 ani am cumparat o canapea de la Mobexpert. Si astazi, daca as vrea sa o vand, e ca noua. Interesant, nici macar nu s-a demodat. Intre timp, au trecut prin casa mea cel putin 3 randuri de mobila: si IKEA, si una cumparata de la un depozit din Ghencea, si chiar una facuta la [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/joaca-cu-calitatea/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Oferta nu creaza obligativitate din partea clientului</title>
		<link>http://training-vanzari.ro/2012/03/oferta-nu-creaza-obligativitate-din-partea-clientului/</link>
		<comments>http://training-vanzari.ro/2012/03/oferta-nu-creaza-obligativitate-din-partea-clientului/#comments</comments>
		<pubDate>Wed, 14 Mar 2012 05:08:53 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12686</guid>
		<description><![CDATA[Spune-mi cate oferte trimiti, ca sa-ti spun cat de prost vanzator esti. Din momentul in care clientul iti spune: &#8220;Trimite-mi o oferta.&#8221;, ai predat fraiele conducerii procesului de vanzare. De obicei, clientul &#8211; de acest gen -se uita pe oferta ta, intr-un singur loc: la pret. Nu se poate convinge un client, in scris, sa [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/oferta-nu-creaza-obligativitate-din-partea-clientului/feed/</wfw:commentRss>
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