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	<title>Noua Vanzare &#187; Vanzare prin telefon</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>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>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;Dati-mi un motiv pentru care sa cumpar de la Dvs..&#8221;</title>
		<link>http://training-vanzari.ro/2012/05/dati-mi-un-motiv-pentru-care-sa-cumpar-de-la-dvs/</link>
		<comments>http://training-vanzari.ro/2012/05/dati-mi-un-motiv-pentru-care-sa-cumpar-de-la-dvs/#comments</comments>
		<pubDate>Tue, 08 May 2012 05:00:21 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare pe internet]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>
		<category><![CDATA[Vanzare veche]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13438</guid>
		<description><![CDATA[Faceti un experiment: fara nici o pregatirea prealabila. La sedinta de dimineata, cereti vanzatorilor sa scrie, pe o bucata de hartie, un singur motiv pentru care merita sa cumperi de la firma ta, si nu de la o alta firma concurenta. In 60 de secunde. (Maxim 2 minute.) Evaluati, apoi, raspunsurile primite: Orice raspuns general, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/dati-mi-un-motiv-pentru-care-sa-cumpar-de-la-dvs/feed/</wfw:commentRss>
		<slash:comments>0</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>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>Daca esti bun, trebuie sa stii sa (te) si vinzi?&#8230;</title>
		<link>http://training-vanzari.ro/2012/04/florin-nu-stie-a-vinde/</link>
		<comments>http://training-vanzari.ro/2012/04/florin-nu-stie-a-vinde/#comments</comments>
		<pubDate>Mon, 23 Apr 2012 05:00:39 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Lumea politica]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13227</guid>
		<description><![CDATA[Defect profesional: mai citesc cate un articol, si realizez ce greseli s-au facut, in materie de vanzare. (Din pacate, insa, e ca la disectia unei broaste: nimeni nu e chiar interesat, si, in cele din urma, broasca moare.) Ia, mai intai cititi asta: http://florinpiersicjr.wordpress.com/2012/03/04/protocol/ Ce e nasol aici?&#8230; Pay, parca ma aflu in Romania: el vrea, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/florin-nu-stie-a-vinde/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Daca te costa bani, se cheama ca nu e spam?&#8230;</title>
		<link>http://training-vanzari.ro/2012/04/daca-te-costa-bani-se-cheama-ca-nu-e-spam/</link>
		<comments>http://training-vanzari.ro/2012/04/daca-te-costa-bani-se-cheama-ca-nu-e-spam/#comments</comments>
		<pubDate>Thu, 19 Apr 2012 05:00:02 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Brand management]]></category>
		<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare pe internet]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13115</guid>
		<description><![CDATA[Trebuie sa recunoastem ca, de fapt, suntem ipocriti: nu ne place spam-ul, dar cumparam, cu placere, daca primim o oferta fabuloasa pentru ceva ce folosim. Nu ma credeti?&#8230; Ganditi-va la un obiect pe care l-ati cumparat in ultimele saptamani. Acum, impartiti pretul la 3, si inchipuiti-va ca ati primi un spam cu aceasta oferta. Cred ca [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/daca-te-costa-bani-se-cheama-ca-nu-e-spam/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cum ii spui unui client: &#8220;Nu-i adevarat, minti!&#8221;</title>
		<link>http://training-vanzari.ro/2012/04/cum-ii-spui-unui-client-nu-i-adevarat-minti/</link>
		<comments>http://training-vanzari.ro/2012/04/cum-ii-spui-unui-client-nu-i-adevarat-minti/#comments</comments>
		<pubDate>Wed, 11 Apr 2012 05:03:24 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Negociere]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13074</guid>
		<description><![CDATA[E o situatie de care ma lovesc aproape zilnic: cate un client, care simte ca are o &#8220;comanda&#8221; si pretinde ca are un pret &#8220;mult mai mic&#8221; de la concurenta. Dar care, fireste, nu produce niciodata respectiva oferta de la concurenta, in scris, pe fax, electronic, sau altfel. De multe ori, pretul acela mic pretins [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/cum-ii-spui-unui-client-nu-i-adevarat-minti/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>Cat de fraieri sunt romanii?</title>
		<link>http://training-vanzari.ro/2012/04/cat-de-fraieri-sunt-romanii/</link>
		<comments>http://training-vanzari.ro/2012/04/cat-de-fraieri-sunt-romanii/#comments</comments>
		<pubDate>Sun, 01 Apr 2012 09:03:17 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Legile influentarii]]></category>
		<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>
		<category><![CDATA[Vanzare prin telefon]]></category>
		<category><![CDATA[Vanzare veche]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12969</guid>
		<description><![CDATA[Raspuns: nu sunt. Mai precis: nu mai sunt. Toate tehnicile de vanzare propovaduite de urmasii lui Hopkins &#38; Co, cu finalizarile lor cerute intotdeauna, cu insistentele lor, cu telefoanele lor nepregatite nu mai functioneaza la romani. Recunosc: au functionat. In anii &#8217;90, eu asa am vandut, si inca bine. Dar acum, lumea e alta. Nu [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/04/cat-de-fraieri-sunt-romanii/feed/</wfw:commentRss>
		<slash:comments>2</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>Cu TVA sau fara?&#8230;</title>
		<link>http://training-vanzari.ro/2012/03/cu-tva-sau-fara/</link>
		<comments>http://training-vanzari.ro/2012/03/cu-tva-sau-fara/#comments</comments>
		<pubDate>Wed, 28 Mar 2012 05:03:34 +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[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12832</guid>
		<description><![CDATA[Cand te suna cineva, si iti cere un pret, cum i-l dai: cu TVA sau fara?&#8230; Evident, un client care suna e in faza de decantare a ofertelor. In aceasta faza, ai interes doar sa treci de ea, si, ca urmare, sa dai un pret cat mai mic. (Am avut nu putin cazuri cand am [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/cu-tva-sau-fara/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cea mai frecventa scuza</title>
		<link>http://training-vanzari.ro/2012/03/cea-mai-frecventa-scuza/</link>
		<comments>http://training-vanzari.ro/2012/03/cea-mai-frecventa-scuza/#comments</comments>
		<pubDate>Fri, 23 Mar 2012 05:09:36 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12869</guid>
		<description><![CDATA[&#8220;Trebuie sa vorbesc cu sotia/ sotul, si apoi va sun inapoi.&#8221; Nu vei mai fi sunat niciodata. In realitate, ai gresit ceva, si te-ai descalificat. Poate ai gresit ca ai considerat ca ai de-a face cu un client, cand, de fapt, era numai un bagator de seama. Poate ai gresit ca ai vrut prea mult [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/cea-mai-frecventa-scuza/feed/</wfw:commentRss>
		<slash:comments>6</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>
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