上班后实在太忙，没时间编辑视频，因此妮可结合平时的学习，为大家整理一些文章，希望对您有用。大家在业务开拓过程中，经常或多或少能碰到客户抱怨价格高。那么我们应该怎么应对？又有什么思路呢？我们一起来学习一下吧
首先外贸人自身要做心态调整，一个好的心态，让我们面对客户时多些从容，多些理性。压价是客户的“天性”，哪怕你报给客户的已经是超低价了，客户也会抱怨价格过高，所以报价过高的问题要宏观去看待。
将自身产品与同类竞品制造差异化。除了钱，我们就不能给客户传递些别的信息吗？而且，价格也能帮你找到真正高质量的客户。
套路一：直面出击
套话客户的心理价位，根据客户的需求量给到阶梯报价，打开天窗说亮话：“不是不能减价，得看你的量啊！”
Thanks for your reply and your concern regarding our price is well understood. As you said too much expensive, I‘d like to ask by howmuch? what's your target price?
It is always our aim to provide our customer with unparalleled quality product at affordable cost. What I would suggest is that let us review your products demands quantity and come up with a price-volume matrix for your reference. Communication is always the key to better support our customer.
套路二：试探真假
如果客户给了你一个不可思议的低价，试探一下他是否正在多家比价，还是纯瞎扯。
The target price $XXX seems challenging for us. May I know how do you come up with this target? I am very interested in knowing the magic behind and I would like to reasonably adjust it and try to match it.
套路三：偷梁换柱
客户给到的价格偏低，你想接这笔单又怕没利润空间时，可以和客户暗示另一件事，传递出单纯的减价是不可行的，需要客户也作出一定的让步才能让你降低成本的信息，然后大家再进行深入沟通。
That target price is gonna be a very challenging for us to hit. Are you open for ideas about cutting the cost? For example, changing certain parts of the products...?
套路四：强调差异
除了价格，我们要强调差异化的东西，比如服务，比如产品细节，本着"人无我有，人有我优"的原则，最好做一个文档，图文并茂供客户参考。
We are not only selling the products, we also provide full after-sales service so be assured that you are well supported. List a few for example as following:
1.xxx
2.xxx
套路五：声东击西
除了价格，另外可以先跟客户聊聊其他的。在开始谈的阶段不谈品质，虽然你的品质可能比别家好，但是这不是客户很直观就能看到的东西，可以谈谈其他的功能。
When you look closer to the features of the products, you can easily find out the differences:
1.XXXX
2.XXXX
I have attached a table of comparison between our products and other ones so you know what you are paying for.
If you are not targeting highly price-sensitive market, our product could reward you with much better profit.
We pride ourselves with our technology/innovation/design creativeness..etc.
套路六：釜底抽薪
和客户沟通时，试探其迫切性和真实性，适当给客户传递有其他客户也在采购的信息，增加客户的危机感和紧迫度。
How soon can you seal the deal if we can match the price?
I am currently working a similar order, I might be able to get a better pricing on certain parts based on the quantity of two orders.
套路七：强调品质
客户很多时候只能横向对比多家工厂的报价，却没有正视产品的质量，你可以明确告知客户：我的价格贵，贵有贵的道理，你可能不知道，我们可以好好给你谈谈，建议做一个文档，列出价格比别人贵的原因。
Thanks for your feedback regarding our price. As an OEM /ODM service provider, our success strongly relies on our customer's profit ability and therefore we are willing to leave this open for further discussion. Yet,pls understand that our offer is based on the actual cost of the material quality we have used and we are happy to explain to you further,here we prepared a document to help you understand our price structure better.
套路八：有“备”无患
经过你的种种努力，客户还是礼貌拒绝了, 这时候你要转换思路，将其转入有机会开发的潜在客户，视作“备胎”日常维护即可。
I much appreciate the chance you have given us. I know it is a time-consuming thing to choose a right supplier. Let's put the order aside right now. I just wanna you know that I am always here and you can hit me up if you have any question in the future.
外贸人要多培养商人的思维，business is business! 不要被客户牵着鼻
子走。挖掘客户这句话背后的真实意图，方能应对自如。所以，当你的客户说：You price is too high.回答的标准套路是：Let me explain why our price is where it is.
希望这边文章对您有用，个人觉得话术可以拿来记忆然后套用，就算暂时没有说服客户，相信你的邮件也会为此被加分，加油，外贸人！
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