{"id":1858,"date":"1995-12-01T10:27:53","date_gmt":"1995-12-01T10:27:53","guid":{"rendered":"https:\/\/www.brunomedicina.com\/1995\/12\/01\/puterea-vanzarilor-intr-o-economie-de-piata\/"},"modified":"2026-05-17T10:19:25","modified_gmt":"2026-05-17T10:19:25","slug":"puterea-vanzarilor-intr-o-economie-de-piata","status":"publish","type":"post","link":"https:\/\/www.brunomedicina.com\/ro\/1995\/12\/01\/puterea-vanzarilor-intr-o-economie-de-piata\/","title":{"rendered":"Puterea v\u00e2nz\u0103rilor \u00eentr-o economie de pia\u021b\u0103"},"content":{"rendered":"<section  class='av_textblock_section av-av_textblock-04ce062f0f531db95fa373377a6da7d4 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><\/div><\/section>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-gdpf3-0fede629c019f77d4e02be35b21abd92\">\n#top .av-special-heading.av-gdpf3-0fede629c019f77d4e02be35b21abd92{\npadding-bottom:10px;\nfont-size:3vw;\n}\nbody .av-special-heading.av-gdpf3-0fede629c019f77d4e02be35b21abd92 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n#top #wrap_all .av-special-heading.av-gdpf3-0fede629c019f77d4e02be35b21abd92 .av-special-heading-tag{\nfont-size:3vw;\n}\n.av-special-heading.av-gdpf3-0fede629c019f77d4e02be35b21abd92 .av-subheading{\nfont-size:15px;\n}\n\n@media only screen and (min-width: 990px){ \n#top #wrap_all .av-special-heading.av-gdpf3-0fede629c019f77d4e02be35b21abd92 .av-special-heading-tag{\nfont-size:46px;\n}\n}\n\n@media only screen and (min-width: 768px) and (max-width: 989px){ \n#top #wrap_all .av-special-heading.av-gdpf3-0fede629c019f77d4e02be35b21abd92 .av-special-heading-tag{\nfont-size:46px;\n}\n}\n\n@media only screen and (min-width: 480px) and (max-width: 767px){ \n#top #wrap_all .av-special-heading.av-gdpf3-0fede629c019f77d4e02be35b21abd92 .av-special-heading-tag{\nfont-size:46px;\n}\n}\n\n@media only screen and (max-width: 479px){ \n#top #wrap_all .av-special-heading.av-gdpf3-0fede629c019f77d4e02be35b21abd92 .av-special-heading-tag{\nfont-size:46px;\n}\n}\n<\/style>\n<div  class='av-special-heading av-gdpf3-0fede629c019f77d4e02be35b21abd92 av-special-heading-h2 blockquote modern-quote  avia-builder-el-1  el_after_av_textblock  el_before_av_textblock  av-inherit-size'><h2 class='av-special-heading-tag '  itemprop=\"headline\"  >Puterea v\u00e2nz\u0103rilor \u00eentr-o economie de pia\u021b\u0103<\/h2><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div>\n<section  class='av_textblock_section av-av_textblock-04ce062f0f531db95fa373377a6da7d4 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><\/div><\/section>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-7m5un-9a98a03eee00e021e829579b69097ddf\">\n#top .av_textblock_section.av-7m5un-9a98a03eee00e021e829579b69097ddf .avia_textblock{\nfont-size:17px;\n}\n<\/style>\n<section  class='av_textblock_section av-7m5un-9a98a03eee00e021e829579b69097ddf '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/BlogPosting\" itemprop=\"blogPost\" ><div class='avia_textblock'  itemprop=\"text\" ><p><img loading=\"lazy\" decoding=\"async\" class=\" wp-image-330 alignright\" src=\"https:\/\/www.brunomedicina.com\/wp-content\/uploads\/2026\/04\/salesman.jpg\" alt=\"\" width=\"440\" height=\"311\" srcset=\"https:\/\/www.brunomedicina.com\/wp-content\/uploads\/2026\/04\/salesman.jpg 640w, https:\/\/www.brunomedicina.com\/wp-content\/uploads\/2026\/04\/salesman-300x212.jpg 300w, https:\/\/www.brunomedicina.com\/wp-content\/uploads\/2026\/04\/salesman-260x185.jpg 260w\" sizes=\"auto, (max-width: 440px) 100vw, 440px\" \/><\/p>\n<p>\u00cencep\u00e2nd cu acest num\u0103r, vom aprofunda specificul tehnicilor de v\u00e2nzare; ast\u0103zi v\u0103 oferim o prezentare general\u0103, iar \u00een articolele viitoare vom explora subiectul mai \u00een detaliu.<\/p>\n<p>Ca \u00een orice alt\u0103 \u0219tiin\u021b\u0103 uman\u0103, exist\u0103 multe teorii \u0219i metode privind v\u00e2nz\u0103rile, fiecare cu propriile sale adev\u0103ruri; nu trece o singur\u0103 zi, cel pu\u021bin \u00een Occident, f\u0103r\u0103 s\u0103 apar\u0103 c\u0103r\u021bi care dezv\u0103luie \u201esecrete\u201d despre cum s\u0103 vinzi mai mult \u0219i mai bine, despre tehnici de v\u00e2nzare \u0219i despre ce s\u0103 faci \u0219i ce s\u0103 nu faci. (C\u0103r\u021bile despre v\u00e2nz\u0103ri sunt pe locul al doilea ca num\u0103r, dup\u0103 cele despre&#8230; cum s\u0103 devii miliardar.) Ceea ce este interesant este tocmai faptul c\u0103 cei care propun teorii, secrete \u0219i metode nu sunt v\u00e2nz\u0103tori profesioni\u0219ti, ci profesori \u0219i psihologi care nici m\u0103car nu s-au g\u00e2ndit s\u0103 testeze sfaturile pe care le dau altora \u00een domeniu.<\/p>\n<p>A\u0219adar, nu voi \u00eencerca s\u0103 dezv\u0103lui vreo metod\u0103 nou\u0103, extraordinar\u0103 \u0219i miraculoas\u0103 de a vinde ceva cuiva; mai degrab\u0103, v\u0103 sugerez pur \u0219i simplu s\u0103 aborda\u021bi problema dintr-o perspectiv\u0103 diferit\u0103, bazat\u0103 pe experien\u021ba mea \u00een v\u00e2nz\u0103ri \u0219i negociere.<\/p>\n<h2>Adev\u0103rata esen\u021b\u0103 a v\u00e2nz\u0103rii: schimbul etic<\/h2>\n<p>A\u0219a cum am afirmat \u00een primul articol, am constatat c\u0103 este \u00eentotdeauna mai eficient s\u0103 ne concentr\u0103m pe principii, l\u0103s\u00e2nd detaliile s\u0103 prind\u0103 contur \u00een mod natural, ca o consecin\u021b\u0103 a acestora. Dincolo de orice metod\u0103, teorie sau rezumat, esen\u021ba v\u00e2nz\u0103rii poate fi rezumat\u0103 \u00eentr-o singur\u0103 fraz\u0103: descoperi\u021bi ce dore\u0219te clientul \u0219i ajuta\u021bi-l s\u0103 ob\u021bin\u0103 ceea ce dore\u0219te.<br \/>\nAstfel, primul principiu general \u0219i fundamental este cel al <strong>SCHIMBULUI<\/strong>. C\u00e2nd negocierile de v\u00e2nzare sunt \u00een curs, at\u00e2t v\u00e2nz\u0103torul, c\u00e2t \u0219i clientul au \u00een minte un <strong>OBIECTIV<\/strong>. Concluzia cu succes a unei negocieri \u00eenseamn\u0103, prin urmare, atingerea acelor obiective spre satisfac\u021bia reciproc\u0103 a ambelor p\u0103r\u021bi.<\/p>\n<p>\u00cenainte de a intra \u00een miezul problemei, este necesar\u0103 o parantez\u0103: este destul de simplu s\u0103 vinzi un produs pe moment, for\u021b\u00e2nd v\u00e2nzarea cu tehnici manipulative, dar dac\u0103, ulterior, se dovede\u0219te c\u0103 nu este ceea ce \u00ee\u0219i dore\u0219te clientul, te vei confrunta cu o serie \u00eentreag\u0103 de probleme care te vor face s\u0103 regre\u021bi acea v\u00e2nzare.<\/p>\n<p>Nu vreau s\u0103 vorbesc despre etica \u00een afaceri, dar re\u021bine\u021bi c\u0103 toat\u0103 lumea se bazeaz\u0103 pe \u00eencrederea pe care reu\u0219e\u0219te s\u0103 o construiasc\u0103 pe propria pia\u021b\u0103; dac\u0103 vinde\u021bi cuiva ceva de care nu are nevoie sau ceva diferit de ceea ce a\u021bi promis, practic l-a\u021bi \u00een\u0219elat, iar pierderea pe termen lung este mult mai mare dec\u00e2t c\u00e2\u0219tigul imediat.<br \/>\nC\u00e2nd vorbim despre aplicarea tehnicilor de v\u00e2nzare, presupunem c\u0103 sunte\u021bi cu adev\u0103rat convins c\u0103 produsul dvs. este exact ceea ce are nevoie clientul \u0219i c\u0103 singura provocare const\u0103 \u00een a explica acest lucru \u00een mod eficient.<\/p>\n<p>\u00cen caz contrar, este mai bine \u2013 mult mai bine \u2013 s\u0103 renun\u021bi la afacere \u0219i s\u0103 \u00eendrumi clientul c\u0103tre cineva care \u00eel poate ajuta, dec\u00e2t s\u0103-l induci \u00een eroare cu promisiuni false. (Ceea ce nu \u00eenseamn\u0103 c\u0103 uneori nu trebuie s\u0103 insi\u0219ti pu\u021bin: de exemplu, ast\u0103zi toat\u0103 lumea are un computer, dar \u00een 1981, c\u00e2nd eram unul dintre primii v\u00e2nz\u0103tori de computere personale pentru \u00eentreprinderile mici, nu este greu de imaginat rezisten\u021ba \u0219i lipsa de \u00eencredere cu care se confrunta acest obiect misterios, scump \u0219i greu de utilizat. Adesea a trebuit s\u0103 insist ca clientul s\u0103 cumpere, dar am f\u0103cut-o cu certitudinea c\u0103 va beneficia enorm. \u0218i, de fapt, exact asta s-a \u00eent\u00e2mplat.)<\/p>\n<p>Permite\u021bi-mi s\u0103 repet: oric\u00e2t de tentant ar fi un profit imediat, aminti\u021bi-v\u0103 \u00eentotdeauna c\u0103 o v\u00e2nzare care nu satisface o nevoie real\u0103 este, din toate punctele de vedere, o \u00een\u0219el\u0103torie, iar \u00eentr-o economie de pia\u021b\u0103, aceasta nu va face dec\u00e2t s\u0103 v\u0103 \u00eempiedice eforturile de afaceri viitoare.<\/p>\n<h2>Profesionalismul pe primul loc: elementele de baz\u0103 pe care nu le pute\u021bi ignora<\/h2>\n<p>Ceea ce urmeaz\u0103 s\u0103 v\u0103 spun presupune c\u0103 a\u021bi internalizat \u0219i pus \u00een practic\u0103 deja toate \u201eelementele de baz\u0103\u201d despre care se vorbe\u0219te de obicei \u00een leg\u0103tur\u0103 cu ceea ce ar trebui s\u0103 fac\u0103 un agent de v\u00e2nz\u0103ri: ave\u021bi o \u00eenf\u0103\u021bi\u0219are \u00eengrijit\u0103 \u0219i curat\u0103, sunte\u021bi prietenos \u0219i politicos, sunte\u021bi punctual la \u00eent\u00e2lniri, promite\u021bi doar ceea ce pute\u021bi livra, v\u0103 p\u0103stra\u021bi mostrele \u00een ordine, v\u0103 men\u021bine\u021bi la zi eviden\u021bele clien\u021bilor, cunoa\u0219te\u021bi produsul pe de rost etc.<\/p>\n<p>Dac\u0103 ave\u021bi probleme \u00een acest sens, rezolva\u021bi-le rapid, pentru c\u0103 nicio tehnic\u0103 de v\u00e2nzare nu v\u0103 poate ajuta dac\u0103 ajunge\u021bi t\u00e2rziu la o \u00eent\u00e2lnire, cu c\u0103ma\u0219a \u0219ifonat\u0103 \u0219i f\u0103r\u0103 s\u0103 \u0219ti\u021bi ce vinde\u021bi.<\/p>\n<p>A\u0219 dori s\u0103 subliniez \u00een mod special acest ultim punct, deoarece, av\u00e2nd \u00een vedere tendin\u021ba pe care am observat-o \u00een Rom\u00e2nia ca oamenii s\u0103 improvizeze \u00een rolul de \u201eoameni de afaceri\u201d (care se ocup\u0103 de toate \u0219i fac schimb\u0103ri \u00een opera\u021biuni din senin), m-am trezit purt\u00e2nd \u201ediscu\u021bii de afaceri\u201d complet surreale cu \u201eintermediari\u201d care nici m\u0103car nu \u0219tiau exact ce voiau s\u0103-mi v\u00e2nd\u0103.<\/p>\n<p>Inutil s\u0103 spun c\u0103 niciuna dintre aceste discu\u021bii nu a dus la rezultate concrete; mai r\u0103u, mi-au l\u0103sat \u00een mod constant impresia unei lec\u021bii ne\u00eenv\u0103\u021bate \u0219i a unei lipse de seriozitate \u2013 o atitudine care cu siguran\u021b\u0103 nu aduce beneficii unei economii tinere, \u00een cre\u0219tere.<\/p>\n<p>\u00centr-o economie de pia\u021b\u0103, for\u021ba de v\u00e2nz\u0103ri este elementul care stimuleaz\u0103 dezvoltarea, de care depinde supravie\u021buirea aparatului productiv \u0219i prin care se judec\u0103 eficien\u021ba \u00eentregului sistem; tocmai de aceea, dac\u0103 dori\u021bi s\u0103 face\u021bi afaceri cu parteneri str\u0103ini, trebuie s\u0103 \u0219ti\u021bi c\u0103 responsabilitatea dumneavoastr\u0103 este foarte mare: dac\u0103 da\u021bi impresia c\u0103 sunte\u021bi nepreg\u0103ti\u021bi \u0219i nedemni de \u00eencredere, aceast\u0103 impresie se va reflecta \u0219i asupra \u021b\u0103rii dumneavoastr\u0103.<\/p>\n<h2>Cele 7 etape fundamentale ale unui proces de v\u00e2nzare<\/h2>\n<p>Acestea fiind spuse, s\u0103 identific\u0103m cele \u0219apte etape fundamentale ale unui proces de v\u00e2nzare:<\/p>\n<ol>\n<li>\n<h3><strong>Clarificarea obiectivelor clientului<\/strong><\/h3>\n<\/li>\n<\/ol>\n<p>Prima observa\u021bie referitoare la acest subiect este c\u0103 nimeni nu dore\u0219te un produs specific, ci mai degrab\u0103 o solu\u021bie la o nevoie \u2014 una care este adesea neexprimat\u0103 \u0219i frecvent ira\u021bional\u0103. Nu vinde\u021bi un computer; vinde\u021bi ordine, eficien\u021b\u0103 \u0219i vitez\u0103. Nu vinde\u021bi o hain\u0103; vinde\u021bi oportunitatea de a fi elegant \u0219i apreciat. Nu vinde\u021bi o ma\u0219in\u0103 de sp\u0103lat; vinde\u021bi cur\u0103\u021benie \u0219i economii.<\/p>\n<p>Ceea ce am explicat \u00een numerele anterioare cu privire la obiective \u0219i \u00eentreb\u0103rile pe care trebuie s\u0103 le pui \u2013 adaptate situa\u021biei specifice \u2013 te va ajuta s\u0103 \u00een\u021belegi exact care sunt obiectivele \u0219i nevoile clientului t\u0103u \u0219i cum se raporteaz\u0103 acestea la ceea ce ai de oferit. (Aminte\u0219te-\u021bi \u00eentotdeauna c\u0103 persoana cu idei confuze cu care vorbe\u0219ti este chiar clientul; este datoria ta s\u0103-l aju\u021bi s\u0103-\u0219i exprime clar propriile dorin\u021be).<\/p>\n<ol start=\"2\">\n<li>\n<h3><strong>Folose\u0219te tehnicile de reformulare \u0219i exemplificare<\/strong><\/h3>\n<\/li>\n<\/ol>\n<p>Pentru a verifica dac\u0103 a\u021bi \u00een\u021beles corect obiectivul clientului \u0219i pentru a ob\u021bine un acord ini\u021bial, \u00eenv\u0103\u021ba\u021bi s\u0103 reformula\u021bi \u0219i s\u0103 rezuma\u021bi cerin\u021bele acestuia; cu alte cuvinte, ajuta\u021bi-l s\u0103-\u0219i imagineze situa\u021bia ca \u0219i cum ar de\u021bine deja produsul dvs. Pentru a reformula cerin\u021bele clientului, folosi\u021bi pur \u0219i simplu o fraz\u0103 precum \u201eDac\u0103 am \u00een\u021beles corect, ceea ce dori\u021bi este&#8230;\u201d.<\/p>\n<p>\u00cen plus, odat\u0103 ce a\u021bi \u00een\u021beles dorin\u021bele \u0219i ambi\u021biile clientului, va fi mult mai u\u0219or s\u0103 crea\u021bi o imagine a unei situa\u021bii \u00een care aceste dorin\u021be \u0219i ambi\u021bii vor fi \u00eendeplinite cu ajutorul produsului dumneavoastr\u0103. Folosit\u0103 la momentul potrivit, aceast\u0103 tehnic\u0103 este deosebit de eficient\u0103, \u00een primul r\u00e2nd pentru c\u0103 va confirma faptul c\u0103 a\u021bi \u00een\u021beles cu adev\u0103rat nevoia clientului \u2013 ceea ce v\u0103 va spori propria \u00eencredere. \u00cen al doilea r\u00e2nd, pentru c\u0103 va declan\u0219a o cre\u0219tere irezistibil\u0103 a dorin\u021bei clientului dumneavoastr\u0103 pentru produsul \u00een cauz\u0103.<\/p>\n<ol start=\"3\">\n<li>\n<h3><strong>Intensifica\u021bi percep\u021bia senzorial\u0103 a clientului<\/strong><\/h3>\n<\/li>\n<\/ol>\n<p>Am spus deja c\u0103, atunci c\u00e2nd un client cump\u0103r\u0103 un articol, el nu cump\u0103r\u0103 de fapt articolul \u00een sine, ci mai degrab\u0103 sentimentul pe care \u00eel experimenteaz\u0103 atunci c\u00e2nd \u00eel de\u021bine. Rezult\u0103 c\u0103, pe baza a ceea ce am explicat despre modul \u00een care func\u021bioneaz\u0103 mintea noastr\u0103, cump\u0103r\u0103m st\u0103ri de spirit \u0219i stimuli senzoriali (vizuali, auditivi, kinestezici); prin urmare, \u00eenv\u0103\u021ba\u021bi s\u0103 folosi\u021bi un vocabular care stimuleaz\u0103 imagina\u021bia clientului \u0219i \u00eel ajut\u0103 s\u0103 amplifice senza\u021biile pozitive pe care le asociaz\u0103 cu produsul.<\/p>\n<ol start=\"4\">\n<li>\n<h3><strong>Ob\u021bine\u021bi un acord condi\u021bional<\/strong><\/h3>\n<\/li>\n<\/ol>\n<p>Acesta este urm\u0103torul pas \u00een tehnica \u201eDe parc\u0103&#8230;\u201d, care trebuie utilizat numai dup\u0103 ce a\u021bi clarificat suficient obiec\u021biile clientului.<\/p>\n<p>Reformul\u00e2nd cererea clientului, prezenta\u021bi o serie de condi\u021bii \u0219i \u00eentreba\u021bi-l dac\u0103, \u00een cazul \u00een care acestea sunt \u00eendeplinite, va fi de acord cu tranzac\u021bia.<\/p>\n<p>Dac\u0103 da, a\u021bi ob\u021binut un acord ini\u021bial, a\u021bi restr\u00e2ns discu\u021bia la c\u00e2teva puncte specifice care vor fi mai u\u0219or de argumentat \u0219i a\u021bi redus considerabil probabilitatea ca clientul s\u0103 se r\u0103zg\u00e2ndeasc\u0103, ridic\u00e2nd noi obiec\u021bii sau cerin\u021be \u00een ultimul moment.<\/p>\n<ol start=\"5\">\n<li>\n<h3><strong>Anticipa\u021bi obiec\u021biile clientului<\/strong><\/h3>\n<\/li>\n<\/ol>\n<p>Obiec\u021biile inspir\u0103 adesea team\u0103, deoarece sunt considerate un obstacol major \u00een calea v\u00e2nz\u0103rii. Cu toate acestea, ele demonstreaz\u0103 interesul fa\u021b\u0103 de produsul dvs. \u0219i, atunci c\u00e2nd sunt anticipate corect, reprezint\u0103 un ajutor extraordinar.<\/p>\n<p>Re\u021bine c\u0103, \u00een 90% din cazuri, clientul ridic\u0103 obiec\u021bii din ignoran\u021b\u0103, nesiguran\u021b\u0103 sau pur \u0219i simplu din pl\u0103cerea de a te pune \u00een dificultate. Pe de alt\u0103 parte, ve\u021bi realiza c\u0103 obiec\u021biile sunt \u00eentotdeauna acelea\u0219i, indiferent de client. \u0218tiind toate acestea, nu va fi dificil s\u0103 preg\u0103ti\u021bi un set de r\u0103spunsuri pe care le pute\u021bi adapta la \u00eentreb\u0103ri specifice, ceea ce va da imediat impresia de \u00eencredere \u0219i profesionalism (preg\u0103tirea pentru aceste \u00eentreb\u0103ri este foarte important\u0103 pentru \u00een\u021belegerea produsului \u0219i ar trebui f\u0103cut\u0103 cu aten\u021bie acas\u0103 \u2014 nu uita\u021bi acest lucru).<\/p>\n<p>Obiec\u021biile evident absurde pot fi tratate cu calm sau cu umor inteligent (clientul \u0219tie c\u0103 a spus ceva absurd \u0219i, prin urmare, va accepta un astfel de r\u0103spuns).<\/p>\n<p>Dac\u0103 o obiec\u021bie este serioas\u0103 \u0219i te pune \u00een dificultate (ceea ce \u00eenseamn\u0103 c\u0103 nu te-ai preg\u0103tit suficient), vei face o impresie mult mai bun\u0103 dac\u0103 recuno\u0219ti deschis acest lucru, \u00een loc s\u0103 improvizezi un r\u0103spuns care s-ar putea dovedi incorect.<\/p>\n<p>Nimic nu v\u0103 \u00eempiedic\u0103 s\u0103 cere\u021bi permisiunea de a v\u0103 suna superiorul pentru clarific\u0103ri sau de a reveni cu un r\u0103spuns \u00een c\u00e2teva secunde. \u00cen orice caz, impresia pe care o ve\u021bi l\u0103sa va fi una de seriozitate \u0219i responsabilitate.<\/p>\n<ol start=\"6\">\n<li>\n<h3><strong>Relateaz\u0103-te la client<\/strong><\/h3>\n<\/li>\n<\/ol>\n<p>Aceasta este partea cea mai tehnic\u0103 \u0219i interesant\u0103, dar limit\u0103rile de spa\u021biu m\u0103 oblig\u0103 s\u0103 v\u0103 \u00eendrum c\u0103tre un articol viitor, care va trata precis \u0219i exclusiv acest subiect.<\/p>\n<p>\u00cen articolele anterioare, am discutat despre \u201eharta personal\u0103 a lumii\u201d pe care o are fiecare, care con\u021bine judec\u0103\u021bi, experien\u021be, valori, convingeri \u0219i a\u0219a mai departe. A rela\u021biona cu un client \u00eenseamn\u0103 a intra \u00een \u201eharta lumii\u201d a acestuia \u0219i a o folosi pentru a comunica cu el.<\/p>\n<p>Pe scurt, este vorba despre men\u021binerea, pe tot parcursul negocierilor, a unei comunic\u0103ri eficiente la toate nivelurile (verbal, paraverbal, nonverbal), astfel \u00eenc\u00e2t clientul s\u0103 v\u0103 \u00een\u021beleag\u0103 \u0219i s\u0103 se simt\u0103 \u00een\u021beles. \u00cen a\u0219teptarea urm\u0103torului articol, g\u00e2ndi\u021bi-v\u0103 la o situa\u021bie \u00een care a\u021bi experimentat aceast\u0103 empatie cu cineva \u0219i \u00eencerca\u021bi s\u0103 \u00een\u021belege\u021bi ce anume a provocat-o; s-ar putea s\u0103 g\u0103si\u021bi singuri c\u00e2teva r\u0103spunsuri.<\/p>\n<ol start=\"7\">\n<li>\n<h3><strong>\u00cencheia\u021bi fiecare conversa\u021bie cu un angajament<\/strong><\/h3>\n<\/li>\n<\/ol>\n<p>Indiferent dac\u0103 v\u00e2nzarea a fost \u00eencheiat\u0103 sau nu, nu v\u0103 limita\u021bi la a v\u0103 lua la revedere \u2014 cere\u021bi o modalitate de a p\u0103stra leg\u0103tura, chiar dac\u0103 este una simpl\u0103, pentru viitor. Poate fi un telefon, o \u00eent\u00e2lnire sau un mesaj de urm\u0103rire \u2014 important este s\u0103 men\u021bine\u021bi rela\u021bia cu clientul. Dac\u0103 v\u00e2nzarea nu s-a \u00eencheiat ast\u0103zi, asta nu \u00eenseamn\u0103 c\u0103 nu se va \u00eent\u00e2mpla \u00een viitor. Dac\u0103, pe de alt\u0103 parte, totul a decurs bine, ave\u021bi un motiv \u00een plus s\u0103 v\u0103 asigura\u021bi c\u0103 clientul nu se simte abandonat \u0219i \u0219tie c\u0103 poate conta pe dvs.<\/p>\n<p>Voi \u00eencheia cu o reflec\u021bie: tehnicile de v\u00e2nzare sunt doar o parte a tehnicilor de negociere, care, la r\u00e2ndul lor, fac parte din domeniul mai larg al comunic\u0103rii. Am vorbit despre v\u00e2nz\u0103tor \u0219i produs, dar trebuie s\u0103 fi\u021bi con\u0219tien\u021bi c\u0103, \u00een orice moment, fiecare dintre noi vinde ceva pentru a primi altceva: idei, lucruri, informa\u021bii etc.<\/p>\n<p>Mai presus de toate,<strong> primul \u201eprodus\u201d pe care trebuie s\u0103 \u00eel vindem suntem noi \u00een\u0219ine<\/strong>, iar \u2013 dincolo de orice tehnic\u0103 de v\u00e2nzare \u2013 exist\u0103 o cerin\u021b\u0103 esen\u021bial\u0103 pe care niciun v\u00e2nz\u0103tor nu o poate ignora: s\u0103 cread\u0103 \u00een produsul pe care \u00eel vinde.<\/p>\n<p>A\u0219adar, v\u0103 las cu o \u00eentrebare: <strong>c\u00e2t de mult crede\u021bi \u00een acest produs?<\/strong><\/p>\n<\/div><\/section>\n","protected":false},"excerpt":{"rendered":"<p>V\u00e2nz\u0103rile nu \u00eenseamn\u0103 doar s\u0103 impui produse; ele \u00eenseamn\u0103 s\u0103 rezolvi probleme. Descoper\u0103 cele 7 etape fundamentale ale procesului de v\u00e2nzare \u0219i afl\u0103 de ce schimbul etic \u0219i credin\u021ba sincer\u0103 \u00een produsul t\u0103u sunt adev\u0103ratele motoare ale succesului.<\/p>\n","protected":false},"author":1,"featured_media":536,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[35,8],"tags":[],"class_list":["post-1858","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-article","category-uncategorized-ro"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.6 (Yoast SEO v27.7) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Puterea v\u00e2nz\u0103rilor: 7 etape ale procesului de v\u00e2nzare | Bruno Medicina<\/title>\n<meta name=\"description\" content=\"St\u0103p\u00e2ne\u0219te arta v\u00e2nz\u0103rii \u00eentr-o economie de pia\u021b\u0103. 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