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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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						<item>
		<title>&#8220;De ce aveti aceasta problema?&#8221;</title>
		<link>http://training-vanzari.ro/2011/12/de-ce-aveti-aceasta-problema/</link>
		<comments>http://training-vanzari.ro/2011/12/de-ce-aveti-aceasta-problema/#comments</comments>
		<pubDate>Tue, 20 Dec 2011 05:03:37 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Noua Vanzare]]></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=11443</guid>
		<description><![CDATA[Multi clienti constientizeaza ca au o problema (in cele din urma). Uneori, ce-i drept, prea tarziu. Prea putini insa fac efortul de a intelege de ce o au. De ce au ajuns unde au ajuns. &#8216;De ce-ul&#8217; &#8211; din spatele &#8216;ce-ului&#8217; &#8211; e intotdeauna mai important. Nu te astepta la un raspuns edificator. In realitate, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/12/de-ce-aveti-aceasta-problema/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Detasare, nu nepasare</title>
		<link>http://training-vanzari.ro/2011/11/detasare-nu-nepasare/</link>
		<comments>http://training-vanzari.ro/2011/11/detasare-nu-nepasare/#comments</comments>
		<pubDate>Wed, 23 Nov 2011 05:03:55 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Intentie superioara]]></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 catre consumator]]></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=11171</guid>
		<description><![CDATA[Te suna un client. Il mirosi, dupa primele 2 propozitii, ca e cautator de pret. Ca urmare, ii dai cel mai bun pret de care esti tu capabil. Constient fiind ca, daca va mai cauta inca vreo 2 ore, va da, in mod sigur, peste unul dintre concurentii tai care fac acelasi lucru ca si [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/11/detasare-nu-nepasare/feed/</wfw:commentRss>
		<slash:comments>6</slash:comments>
		</item>
		<item>
		<title>20 de actiuni care arata ca esti disperat</title>
		<link>http://training-vanzari.ro/2011/10/20-de-actiuni-care-arata-ca-esti-disperat/</link>
		<comments>http://training-vanzari.ro/2011/10/20-de-actiuni-care-arata-ca-esti-disperat/#comments</comments>
		<pubDate>Mon, 17 Oct 2011 05:07:44 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Procesul 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>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10613</guid>
		<description><![CDATA[Exista o linie fina de separare intre serviciu catre client si disperare. Prea mult serviciu, in Romania neincrederii, e privit ca disperare. Iar disperarea nu vinde. Pentru ca nimeni nu vrea sa se insoteasca cu un fraier, cu un disperat care ar face orice pentru o vanzare. 1. Raspunzi imediat la telefon, si iti permiti sa [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/10/20-de-actiuni-care-arata-ca-esti-disperat/feed/</wfw:commentRss>
		<slash:comments>6</slash:comments>
		</item>
		<item>
		<title>Experiment cu inchiderea de fortare</title>
		<link>http://training-vanzari.ro/2011/10/experiment-cu-inchiderea-de-fortare/</link>
		<comments>http://training-vanzari.ro/2011/10/experiment-cu-inchiderea-de-fortare/#comments</comments>
		<pubDate>Thu, 13 Oct 2011 05:05:41 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Inchideri]]></category>
		<category><![CDATA[Incredere]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></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=10503</guid>
		<description><![CDATA[Ca tot mi s-a degradat mie substantial opinia despre inteligenta poporului roman, am zis sa incerc un experiment cu inchiderea de fortare. Pentru cine nu stie, inchiderea de fortare e de genul: &#8216;ia acum, ca e cantitate limitata, si maine se termina&#8217;, &#8216;am putine pe stoc&#8217;, &#8216;daca nu iei acum, maine n-o sa mai fie&#8217;. [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/10/experiment-cu-inchiderea-de-fortare/feed/</wfw:commentRss>
		<slash:comments>2</slash:comments>
		</item>
		<item>
		<title>www.depozit-online.ro, Romscot Consult &#8211; Fugiti de ei!</title>
		<link>http://training-vanzari.ro/2011/10/www-depozit-online-ro-romscot-consult-fugiti-de-ei/</link>
		<comments>http://training-vanzari.ro/2011/10/www-depozit-online-ro-romscot-consult-fugiti-de-ei/#comments</comments>
		<pubDate>Thu, 06 Oct 2011 12:46:34 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tepe si tepari]]></category>
		<category><![CDATA[Valori si etica]]></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=10533</guid>
		<description><![CDATA[Da, serviciile de vanzare pe internet sunt proaste. Da, sunt tepari. Da, exista neseriozitate, la niveluri greu de acceptat. Da, oamenii au dreptate sa le fie frica sa cumpere de pe internet. De ce mai traiesc asemenea firme &#8211; simplu, nu inteleg. Una din ele e Romscot Consult, care, printre altele, vinde si materiale de [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/10/www-depozit-online-ro-romscot-consult-fugiti-de-ei/feed/</wfw:commentRss>
		<slash:comments>4</slash:comments>
		</item>
		<item>
		<title>Modul inteligent de a face follow-up</title>
		<link>http://training-vanzari.ro/2011/10/modul-inteligent-de-a-face-follow-up/</link>
		<comments>http://training-vanzari.ro/2011/10/modul-inteligent-de-a-face-follow-up/#comments</comments>
		<pubDate>Tue, 04 Oct 2011 05:07:00 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Gandire pozitiva]]></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 prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10437</guid>
		<description><![CDATA[OK. Ai facut o oferta. Cu tot ce era nevoie: numere, date tehnice, operatii, pasi urmatori. Si: nici un raspuns. Zero. Stalling. Si stii ca, intr-un fel sau altul, clientul are nevoie de ce i-ai ofertat. Si mai stii ca i-ai dat valoare pentru bani, o oferta cinstita. (Si, sigur, mai stii ca, pe piata, [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/10/modul-inteligent-de-a-face-follow-up/feed/</wfw:commentRss>
		<slash:comments>3</slash:comments>
		</item>
		<item>
		<title>&#8220;S-a stricat coclenderul, dom&#8217;le!&#8221;&#8230;</title>
		<link>http://training-vanzari.ro/2011/09/s-a-stricat-coclenderul-domle/</link>
		<comments>http://training-vanzari.ro/2011/09/s-a-stricat-coclenderul-domle/#comments</comments>
		<pubDate>Thu, 29 Sep 2011 05:17:36 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Managementul minciunii]]></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[Valori si etica]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10366</guid>
		<description><![CDATA[Pe vremuri, cand toata lumea avea Dacia 1300 (masina nu foarte reusita, daca ma intrebati pe mine, care se strica suficient de des incat sa te faca micul mecanic amator), se ducea omul la service, sau chema cate un vecin mai priceput. Aici, se facea selectia: se percepe impozitul pe prostie, sau nu? Si, la [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/09/s-a-stricat-coclenderul-domle/feed/</wfw:commentRss>
		<slash:comments>3</slash:comments>
		</item>
		<item>
		<title>Unde gresim?&#8230;</title>
		<link>http://training-vanzari.ro/2011/09/unde-gresim/</link>
		<comments>http://training-vanzari.ro/2011/09/unde-gresim/#comments</comments>
		<pubDate>Fri, 09 Sep 2011 14:50:00 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<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 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=10167</guid>
		<description><![CDATA[Povestea e simpla, si repetata de mii de ori. Scena 1: Clientul suna. Cere un produs. Scena 2: Vanzatorul (asistentul de vanzari) ii da un pret. Daca e un produs mai complicat, ii face o oferta, dupa ce, in prealabil, ia in considerare o seama de amanunte tehnice. Scena 3: Clientul aude pretul. E, se [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/09/unde-gresim/feed/</wfw:commentRss>
		<slash:comments>3</slash:comments>
		</item>
		<item>
		<title>Cautatorii de pret</title>
		<link>http://training-vanzari.ro/2011/09/cautatorii-de-pret/</link>
		<comments>http://training-vanzari.ro/2011/09/cautatorii-de-pret/#comments</comments>
		<pubDate>Tue, 06 Sep 2011 16:18:38 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Pregatirea vanzarii]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Procesul de vanzare]]></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=10134</guid>
		<description><![CDATA[Exista o categorie de cumparatori care cumpara pe cel mai mic pret cu putinta. Nu conteaza calitatea, serviciul, garantia: singurul criteriu este cel mai mic pret. Normal, asta inseamna ca aceasta categorie cumpara, intotdeauna, variante fara acte si fara TVA: cu alte cuvinte, la nivel national sunt o gaura neagra, evazionisti, neplatitori de taxe. Dar [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/09/cautatorii-de-pret/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Vanzari grele, vanzari usoare, ne-vanzari</title>
		<link>http://training-vanzari.ro/2011/09/vanzari-grele-vanzari-usoare-ne-vanzari/</link>
		<comments>http://training-vanzari.ro/2011/09/vanzari-grele-vanzari-usoare-ne-vanzari/#comments</comments>
		<pubDate>Sun, 04 Sep 2011 08:05:23 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Evaluare de personal de vanzari]]></category>
		<category><![CDATA[FMCG]]></category>
		<category><![CDATA[Management de vanzari]]></category>
		<category><![CDATA[Resurse umane]]></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 materiale de constructii]]></category>
		<category><![CDATA[Vanzare de servicii]]></category>
		<category><![CDATA[Vanzare prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=10116</guid>
		<description><![CDATA[Exista o mare inechitate in lumea vanzarilor: un vanzator e apreciat pentru cati bani face si cat de prestigioasa e firma la care lucreaza sau brandul pe care il vinde: nu pentru cat de grea e vanzarea pe care o face. Exista vanzari usoare: ciclu scurt de vanzare, repetitiv, cu un proces de cumpare cumparat [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/09/vanzari-grele-vanzari-usoare-ne-vanzari/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Pescuitul de pret</title>
		<link>http://training-vanzari.ro/2011/07/pescuitul-de-pret/</link>
		<comments>http://training-vanzari.ro/2011/07/pescuitul-de-pret/#comments</comments>
		<pubDate>Sat, 09 Jul 2011 08:38:09 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Managementul minciunii]]></category>
		<category><![CDATA[Pret]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></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 prin telefon]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=9980</guid>
		<description><![CDATA[Ce mai face consumatorul roman amator de pret moka? Sa zicem ca vrea ceva pentru casa. Cauta si gaseste un furnizor in vecinatate. Omul, fiind in business, ii da un pret astfel incat sa-si acopere si cheltuielile adiacente: evaluare, service, garantie. Raspunsul tipic al romanului: &#8220;E scump!&#8230;&#8217;. Omul, sigur de ceea ce stie, ii raspunde: [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2011/07/pescuitul-de-pret/feed/</wfw:commentRss>
		<slash:comments>0</slash:comments>
		</item>
		<item>
		<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; [...]]]></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>

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		<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 [...]]]></description>
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