第一步：表示理解和尊重（先认可客户的看法）
注意：不要第一时间降价，这会让他们觉得我们价格水分大， 进而怀疑我们的专业性甚至会要求更大幅的降价。
第二步：深度挖掘，了解客户“嫌贵”背后的真实原因
第三步：找出“太贵了”的真正原因
1、强调价值，而非价格
话术示例：
① “I understand that our initial price might seem higher than some alternatives. However, we focus on providing long-term value which actually reduces your total cost over time.”
我明白我们的初始价格可能看起来高于某些其他选项。然而，我们专注于提供长期价值，这实际上随着时间的推移降低了您的总成本。
②“Our product uses [具体材料/组件，如 304 stainless steel, Bosch motor], which ensures a longer lifespan and fewer repairs. This means lower maintenance costs and happier end-consumers for you.”
我们的产品采用【具体材料/组件，如304不锈钢、博世电机】，确保更长的使用寿命和减少维修需求。这意味着更低的维护成本，从而为您带来更满意的最终消费者体验。
③“We hold [** certifications,如 CE, FDA, BSCI], which are required by many distributors in Europe/US. This certification saves you the risk and cost of import rejection.
我们持有【**认证，如CE、FDA、BSCI】，这是欧洲/美国许多分销商所要求的。该认证为您规避了进口拒收的风险和成本。
2、细分成本
话术示例：
①“While the unit price is $10, the product lasts for 5 years. That means your cost is only $2 per year for a high-quality product.”
虽然单位价格为10美元，但该产品可持续使用5年。这意味着您每年仅需花费2美元即可获得高质量的产品。
②“This order of 10,000 units will serve 10,000 customers. The premium per customer is only $0.5, but the satisfaction and repeat business it brings will be significant.”
这个订单包含10,000个单位，将服务于10,000位客户。每位客户的溢价仅为0.5美元，但其带来的满意度和重复业务将非常可观。
3、凸显卖点（你有什么是别人没有的？坚决说出来）
4、提供替代方案（真的预算有限就灵活展示代替方案）
话术示例：
①“For a more budget-friendly option, we have model ABC which uses standard components but still maintains reliable performance. Would you like to see its specifications?”
如需更经济实惠的选项，我们有型号ABC，它使用标准组件但仍保持可靠性能。您想查看其规格吗？
②“If the order quantity can be increased to [更高的数量], we can offer a 5% discount to meet your target price.”
如果订单数量能够增加至【更高的数量】，我们可以提供5%的折扣，以符合您的目标价格。
③“We can review the configuration together. For example, if the [某个非核心功能] is not critical for your market, we can remove it to reduce the cost.”
我们可以一起审核配置。例如，如果【某个非核心功能】对于您的市场来说并非关键，我们可以将其移除以降低成本。
5、借助数据或者事实
话术示例：
“Many clients in [客户所在国家] initially had the same concern, but after trying our samples and seeing the low defect rate, they became our long-term partners. Here are some testimonials.”
【客户所在国家】的许多客户最初也有同样的顾虑，但在尝试了我们的样品并看到低缺陷率后，他们成为了我们的长期合作伙伴。以下是一些客户评价。
“Attached is our product test report from [权威机构]. It shows our product outperforms competitors in key areas like [寿命、效率等].”
附上的是我们从【权威机构】获得的 产品测试报告。报告显示，我们的产品在【寿命、效率】等关键领域表现优于竞争对手。
“You are welcome to order a sample to evaluate the quality difference firsthand. The sample fee can be deducted from your future bulk order.”
欢迎您订购样品，以亲身体验并评估质量差异。样品费可以从您的未来批量订单中抵扣。
如果必须降价，原则：永远不要免费让步！
话术示例：
“After discussing with my manager, we can offer a 3% discount if you can confirm the order and make a 50% deposit within this week.” (用付款条件换折扣)
在与我的经理讨论后，如果您能在本周内确认订单并支付50%的定金，我们可以提供3%的折扣。
“To help you start the business, we can meet your target price if you can increase the order quantity by 20%.” (用数量换价格)
为了帮助您启动业务，如果您能增加20%的订单数量，我们可以满足您的目标价格。
“We can waive the tooling fee if you sign a annual agreement with us.” (用长期合作换优惠)
如果您与我们签订年度协议，我们可以免除工具费用。
来源：aman外贸说
