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	<title>Noua Vanzare &#187; Vanzare veche</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 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>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>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>Metode de manipulare: Extinderea vinei (raspuns la un comentariu de la Dedeman)</title>
		<link>http://training-vanzari.ro/2012/05/metode-de-manipulare-extinderea-vinei-raspuns-la-un-comentariu-de-la-dedeman/</link>
		<comments>http://training-vanzari.ro/2012/05/metode-de-manipulare-extinderea-vinei-raspuns-la-un-comentariu-de-la-dedeman/#comments</comments>
		<pubDate>Mon, 14 May 2012 07:27:54 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Retail management]]></category>
		<category><![CDATA[Romania tara mea de prosti]]></category>
		<category><![CDATA[Shopper]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de manipulare]]></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 veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=13534</guid>
		<description><![CDATA[Initial, acest articol l-am scris vineri seara, obosit, si extrem de iritat de un comentariu (unul in plus) venit de la Dedeman. A iesit dur. Cum stiam ce mi se face, si cum stiam ca, de la bun inceput, procesul lor de vanzare de bunuri complexe e o pacaleala, le-am spus una-alta. M-a trezit, din [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/metode-de-manipulare-extinderea-vinei-raspuns-la-un-comentariu-de-la-dedeman/feed/</wfw:commentRss>
		<slash:comments>4</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>Asemanarile dintre bebita mea, si ce se invata in vanzarea veche (doar cateva)</title>
		<link>http://training-vanzari.ro/2012/05/asemanarile-dintre-bebita-mea-si-ce-se-invata-in-vanzarea-veche-doar-cateva/</link>
		<comments>http://training-vanzari.ro/2012/05/asemanarile-dintre-bebita-mea-si-ce-se-invata-in-vanzarea-veche-doar-cateva/#comments</comments>
		<pubDate>Thu, 03 May 2012 19:21:43 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Studii de caz]]></category>
		<category><![CDATA[Tehnici de manipulare]]></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=13320</guid>
		<description><![CDATA[Bebita mea e un super-vanzator. Si asta nu pentru ca seamana cu tac&#8217;su. Ci pentru ca asa e orice bebe. Nu e greu sa realizezi care a fost sursa de inspiratie &#8211; reala &#8211; a cursurilor si tehnicilor de vanzari care au definit vanzarea veche (apropo, asa am fost si eu invatat sa vand; ca [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/05/asemanarile-dintre-bebita-mea-si-ce-se-invata-in-vanzarea-veche-doar-cateva/feed/</wfw:commentRss>
		<slash:comments>0</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>Si, totusi&#8230; poate ca, totusi,  trebuie sa si VREI sa vinzi</title>
		<link>http://training-vanzari.ro/2012/03/si-totusi-poate-ca-totusi-trebuie-sa-si-vrei-sa-vinzi/</link>
		<comments>http://training-vanzari.ro/2012/03/si-totusi-poate-ca-totusi-trebuie-sa-si-vrei-sa-vinzi/#comments</comments>
		<pubDate>Fri, 30 Mar 2012 03:42:07 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Concepte de vanzare]]></category>
		<category><![CDATA[Gandire pozitiva]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12887</guid>
		<description><![CDATA[Cum pot fi rau interpretate si puse in practica conceptele din Noua Vanzare? Victimizare in loc de intentie superioara. Intentie superioara inseamna sa ajuti clientul sa gaseasca o solutie pentru problema pe care o are, nu sa vrei neaparat sa vinzi &#8211; in sensul de a obtine o tranzactie, de a pleca cu o comanda. [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/si-totusi-poate-ca-totusi-trebuie-sa-si-vrei-sa-vinzi/feed/</wfw:commentRss>
		<slash:comments>0</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>Cum sa vinzi cand ai dezavantaj de pret (2)</title>
		<link>http://training-vanzari.ro/2012/03/cum-sa-vinzi-cand-ai-dezavantaj-de-pret-2/</link>
		<comments>http://training-vanzari.ro/2012/03/cum-sa-vinzi-cand-ai-dezavantaj-de-pret-2/#comments</comments>
		<pubDate>Mon, 12 Mar 2012 05:10:15 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
		<category><![CDATA[Comunicare]]></category>
		<category><![CDATA[Diverse]]></category>
		<category><![CDATA[Instrumente de lucru]]></category>
		<category><![CDATA[Intentie superioara]]></category>
		<category><![CDATA[Morfologie de vanzari]]></category>
		<category><![CDATA[Noua Vanzare]]></category>
		<category><![CDATA[Procesul de vanzare]]></category>
		<category><![CDATA[Toate articolele]]></category>
		<category><![CDATA[Uncategorized]]></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[Vanzare veche]]></category>

		<guid isPermaLink="false">http://training-vanzari.ro/?p=12691</guid>
		<description><![CDATA[O.K. Ai dezavantaj de pret de 20%. Practic, produsele tale sunt mai scumpe decat ale concurentei, dupa ce dezbraci pretul de toate discounturile posibile, cu 20%. Si traiesti in rahatul de tara numita Romania, unde banul e putin, si, chiar si atunci cand e, tot putin pare c-ar fi, dupa ce ai trait zeci de [...]]]></description>
		<wfw:commentRss>http://training-vanzari.ro/2012/03/cum-sa-vinzi-cand-ai-dezavantaj-de-pret-2/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Cum sa vinzi cand ai dezavantaj de pret (2) &#8211; pasul 1: Inventeaza-ti un pret mai mic</title>
		<link>http://training-vanzari.ro/2012/03/cum-sa-vinzi-cand-ai-dezavantaj-de-pret-2-pasul-2/</link>
		<comments>http://training-vanzari.ro/2012/03/cum-sa-vinzi-cand-ai-dezavantaj-de-pret-2-pasul-2/#comments</comments>
		<pubDate>Mon, 12 Mar 2012 05:05:56 +0000</pubDate>
		<dc:creator>Laurentiu Curca</dc:creator>
				<category><![CDATA[Atitudine]]></category>
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		<guid isPermaLink="false">http://training-vanzari.ro/?p=12719</guid>
		<description><![CDATA[Si acum, pe rand: Pasul 1. Inventeaza-ti un pret mai mic. Vorbeste cu patronul tau, sa dea din grasime, sa scoata, macar la un produs, un pret mic, mai mic decat al concurentei (ideal). [Asta se cheama carlig.] Dezbraca-ti produsul de tot ce nu e esential (gen, la masina: caroserie, roti si volan) si restul [...]]]></description>
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