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	<title>Noua Vanzare &#187; Vanzare prin telefon</title>
	<atom:link href="http://training-vanzari.ro/category/vanzare-prin-telefon/feed/" rel="self" type="application/rss+xml" />
	<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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		<title>Fa-i un cadou care nu poate fi refuzat</title>
		<link>http://training-vanzari.ro/2010/06/fa-i-un-cadou-care-nu-poate-fi-refuzat/</link>
		<comments>http://training-vanzari.ro/2010/06/fa-i-un-cadou-care-nu-poate-fi-refuzat/#comments</comments>
		<pubDate>Sat, 05 Jun 2010 09:49:56 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Lumea politica]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=9290</guid>
		<description><![CDATA[Cel mai greu lucru de facut in vanzari e sa deschizi clienti noi, in piete noi. Clienti care sa cumpere marfa (sau serviciile tale) si, la randul lor, sa le vanda unui consumator sau client final. Distribuitori, reprezentanti, cum vreti voi sa-i numiti. Aceia care iti transforma firma din vanzator pe piata interna, in firma [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2010/06/fa-i-un-cadou-care-nu-poate-fi-refuzat/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>De ce nu functioneaza follow-up-ul (nepregatit)</title>
		<link>http://training-vanzari.ro/2010/03/de-ce-nu-functioneaza-follow-up-ul-nepregatit/</link>
		<comments>http://training-vanzari.ro/2010/03/de-ce-nu-functioneaza-follow-up-ul-nepregatit/#comments</comments>
		<pubDate>Tue, 09 Mar 2010 12:33:56 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=8693</guid>
		<description><![CDATA[Am avut un medic stomatolog, o doamna foarte draguta si atenta, de care m-am atasat (ca si client, magarilor). Cum eu sunt diabetic, ma duceam regulat &#8211; adica de vreo 3 ori pe an &#8211; sa: periaj dentar, daca a aparut vreo marmoratie, daca e vreo carie, sa inlocuim o plomba defecta, de-astea.
Doamnei &#8211; ca [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2010/03/de-ce-nu-functioneaza-follow-up-ul-nepregatit/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Alo, dl. Laurentiu Curca?</title>
		<link>http://training-vanzari.ro/2010/03/alo-dl-laurentiu-curca/</link>
		<comments>http://training-vanzari.ro/2010/03/alo-dl-laurentiu-curca/#comments</comments>
		<pubDate>Tue, 09 Mar 2010 10:11:27 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare catre consumator]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=8683</guid>
		<description><![CDATA[Da.
Poezie (varsata) + Vrem sa va oferim &#8211; cadou &#8211; servicii financiare.
Misto. (De fapt vreti sa-mi vindeti asigurari, si ma luati de prost. Dar: treaca de la mine.)
Doamna, nu cred ca va sunt potential client. Ce stiti despre mine?
&#8230;Hein?&#8230;
Ce stiti despre mine? Traim in secolul 21. Aveti un calculator? Ati dat macar un search pe [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2010/03/alo-dl-laurentiu-curca/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Intr-o lume normala</title>
		<link>http://training-vanzari.ro/2010/02/intr-o-lume-normala/</link>
		<comments>http://training-vanzari.ro/2010/02/intr-o-lume-normala/#comments</comments>
		<pubDate>Sat, 27 Feb 2010 06:03:35 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Dialog cu cititorii]]></category>
		<category><![CDATA[Incredere]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=8594</guid>
		<description><![CDATA[Intr-o lume normala, cadrul de incredere deja exista.
Copiii deschid usa unor straini care vin sa ajute.
Operatorul telefonic ia in serios discutia cu un copil de 5 ani.
Telefonul functioneaza (la fel si curentul electric).
Parinti vorbesc copiilor, nu lasa televizorul sa faca asta.
Toate amanuntele, inclusiv posibilitatea ca salvatorii ar putea fi muscati de micul caine Lou sunt discutate.
Singura ingrijorare [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2010/02/intr-o-lume-normala/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cu cat iti platesti receptionista?</title>
		<link>http://training-vanzari.ro/2009/12/cu-cat-iti-platesti-receptionista/</link>
		<comments>http://training-vanzari.ro/2009/12/cu-cat-iti-platesti-receptionista/#comments</comments>
		<pubDate>Mon, 21 Dec 2009 11:17:51 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Resurse umane]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=7470</guid>
		<description><![CDATA[Anul asta a fost anul despartirii de Vodafone. Fara regrete, dupa 12 ani de fidelitate imbecila, i-am bagat in ma-sa (o meritau, si inca demult) si m-am mutat, cu arme si bagaje, la concurenta.
La care concurenta? &#8211; o sa ma intrebati. Pay, nu erau prea multe optiuni. Prima, clasica, de culoare portocalie: mai interactionasem cu [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/12/cu-cat-iti-platesti-receptionista/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Cum sa-ti umpli palnia de clienti (2) &#8211; Reguli si greseli (inclusiv .pdf-ul &#8216;Cele 6 metode de vanzare) &#8211; numai pentru abonati</title>
		<link>http://training-vanzari.ro/2009/11/cum-sa-ti-umpli-palnia-de-clienti-2-reguli-si-greseli-inclusiv-pdf-ul-cele-6-metode-de-vanzare-numai-pentru-abonati/</link>
		<comments>http://training-vanzari.ro/2009/11/cum-sa-ti-umpli-palnia-de-clienti-2-reguli-si-greseli-inclusiv-pdf-ul-cele-6-metode-de-vanzare-numai-pentru-abonati/#comments</comments>
		<pubDate>Wed, 18 Nov 2009 17:18:14 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Business plans]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=7130</guid>
		<description><![CDATA[Oricine are nevoie de mai multi clienti. Ideal, clienti buni, desigur. Clienti cu care se poate lucra, care sunt dornici de schimbare, care sunt deschisi si isi dezvaluie durerile, care nu practica giumbuslucuri economice, manipulari si negocieri, si care devin clienti loiali si te recomanda mai departe.
Am mai vorbit si in alte articole despre asta: [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/11/cum-sa-ti-umpli-palnia-de-clienti-2-reguli-si-greseli-inclusiv-pdf-ul-cele-6-metode-de-vanzare-numai-pentru-abonati/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Intrerupere &#8211; Ofertare &#8211; Negociere (I.O.N.)</title>
		<link>http://training-vanzari.ro/2009/10/intrerupere-ofertare-negociere-i-o-n/</link>
		<comments>http://training-vanzari.ro/2009/10/intrerupere-ofertare-negociere-i-o-n/#comments</comments>
		<pubDate>Tue, 13 Oct 2009 08:58:18 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Obiectii]]></category>
		<category><![CDATA[Sintaxa de vanzari]]></category>
		<category><![CDATA[Tehnici de manipulare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=5954</guid>
		<description><![CDATA[Cele mai multe secvente de vanzare din Romania, sunt, de fapt, ION-uri: secvente de Intrerupere &#8211; Ofertare &#8211; Negociere.
ION-urile sunt usor standardizabile si procedurizabile, pot fi executate de oricine (chiar si de statatoarele secretare neinstruite in expertiza de produs), se soldeaza cu luari de comanda (&#8216;order taking&#8217;), nu cu dezvoltari de comanda (&#8216;order getting&#8217;). ION-urile [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/10/intrerupere-ofertare-negociere-i-o-n/feed/</wfw:commentRss>
		<slash:comments>8</slash:comments>
		</item>
		<item>
		<title>Formula de introducere in vanzarea prin telefon</title>
		<link>http://training-vanzari.ro/2009/10/formula-de-introducere-in-vanzarea-prin-telefon/</link>
		<comments>http://training-vanzari.ro/2009/10/formula-de-introducere-in-vanzarea-prin-telefon/#comments</comments>
		<pubDate>Tue, 06 Oct 2009 12:32:12 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Studii de caz]]></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=5817</guid>
		<description><![CDATA[Dl Laurentiu,
Va multumesc pentru sfaturile  de pana acum. Am inceput sa le pun in practica si functioneaza. Din pacate organizatia in care lucrez vrea rezultate acum sau mai bine zis IERI. dar gasesc eu o cale sa imi fac treaba potrivit cerintelor organizatiei si sa tin cont de principiile Noii Vanzari.
Am lucrat la scenariul pentru [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/10/formula-de-introducere-in-vanzarea-prin-telefon/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Vanzarea de atractie</title>
		<link>http://training-vanzari.ro/2009/10/vanzarea-de-atractie/</link>
		<comments>http://training-vanzari.ro/2009/10/vanzarea-de-atractie/#comments</comments>
		<pubDate>Tue, 06 Oct 2009 10:40:55 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Noua Vanzare]]></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=5808</guid>
		<description><![CDATA[Vanzarea de atractie e mult mai puternica decat cea de &#8216;push&#8217;, caracteristica vanzarii vechi.
Uitati cat de puternica e dezangajarea &#8211; cat de bine functioneaza &#8211; in secventa urmatoare:

Sigur, aici e vorba de relatii interpersonale, nu de vanzare propriu-zisa: dar mecanismul e acelasi.
Si mai remarcati inca ceva: vanzarea de putinatate, introducerea unei presiuni suplimentare (in cazul [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/10/vanzarea-de-atractie/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Care e atitudinea corecta atunci cand vorbesti cu un client</title>
		<link>http://training-vanzari.ro/2009/09/care-e-atitudinea-corecta-atunci-cand-vorbesti-cu-un-client/</link>
		<comments>http://training-vanzari.ro/2009/09/care-e-atitudinea-corecta-atunci-cand-vorbesti-cu-un-client/#comments</comments>
		<pubDate>Sat, 26 Sep 2009 07:08:05 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare B2B]]></category>
		<category><![CDATA[Vanzare catre key accounts]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=5656</guid>
		<description><![CDATA[Atunci cand vorbesti cu un client, e important sa creezi o atmosfera buna, de incredere: ca discutia sa fie deschisa, sa aiba rezultat, si relatia sa ramana de calitate. Daca esti tensionat, daca te gandesti ce sa faci sa obtii o comanda, clientul va simti asta, si va reactiona la fel.
Cateva conditii ca discutia sa fie [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/09/care-e-atitudinea-corecta-atunci-cand-vorbesti-cu-un-client/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>&#8216;Dar, daca vreti, pot sa va arat practic&#8230;&#8217;</title>
		<link>http://training-vanzari.ro/2009/09/dar-daca-vreti-pot-sa-va-arat-practic/</link>
		<comments>http://training-vanzari.ro/2009/09/dar-daca-vreti-pot-sa-va-arat-practic/#comments</comments>
		<pubDate>Tue, 22 Sep 2009 13:50:56 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=5632</guid>
		<description><![CDATA[La inceputurile televiziunii romane &#8216;libere&#8217; de imediat dupa Revolutie, o proaspata reporterita facea o emisiune cu investigarea opiniei publice despre diverse subiecte. Erau intrebari de natura sa denote nivelul mic de cultura al romanului, de genul: &#8216;Cine are cel mai mare libidou din Romania?&#8217; raspunsul era, aproape invariabil: Ion Iliescu. In acelasi ciclu, reporterita, pe undeva pe langa [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/09/dar-daca-vreti-pot-sa-va-arat-practic/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Potrivirea intre parti</title>
		<link>http://training-vanzari.ro/2009/09/potrivirea-intre-parti/</link>
		<comments>http://training-vanzari.ro/2009/09/potrivirea-intre-parti/#comments</comments>
		<pubDate>Sun, 20 Sep 2009 07:26:17 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Valori si etica]]></category>
		<category><![CDATA[Vanzare de materiale de constructii]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>
		<category><![CDATA[Vanzatori incepatori]]></category>
		<category><![CDATA[YouTube]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=5595</guid>
		<description><![CDATA[&#8216;Daca nu deschizi ochii, deschizi punga.&#8217;. E nevoie ca partile implicate intr-o tranzactie sa aibe o chimie interpersonala, sa se inteleaga natural, sa se placa?
Eu zic ca da. Mai mult, eu zic ca principalul criteriu de diferentiere intre o oferta si alta, in urmatorii zeci de ani &#8211; perioada in care ne traim noi vietile [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2009/09/potrivirea-intre-parti/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
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