大家外貿業務開拓過程中，經常或多或少能碰到客戶抱怨價格高。我們應該怎麼應對？又有什麼思路？小編整理了8個應對套路，大家記得點贊+收藏。
首先外貿人自身要做
心態調整
，一個好的心態，讓我們面對客戶時多些從容，多些理性。
壓價是客戶的“天性”
，哪怕你報給客戶的已經是抄底價了，客戶也會抱怨價格過高，所以報價過高的問題要宏觀去看待。
將自身產品與同類競品製造差異化
。除了錢，我們就不能給客戶傳遞些別的資訊嗎？而且，價格也能幫你找到真正高質量的客戶。
1
套路一：直面出擊
套話客戶的心理價位，根據客戶的需求量給到階梯報價，開啟天窗說亮話：“不是不能減價，得看你的量啊！”
話術
Thanks for your reply and your concern regarding our price is wellunderstood。 As you said too much expensive， I‘d like to ask by howmuch？ what‘s your target price？
話術
It is always our aim to provide our customer with unparalleledquality product at affordable cost。 What I would suggest is that let us reviewyour products demands quantity and come up with a price-volume matrix for yourreference。 Communication is always the key to better support our customer。
2
套路二：試探真假
如果客戶給了你一個不可思議的低價，試探一下他是否正在多家比價，還是純瞎扯。
話術
The target price $XXX seems challenging for us。 May I know how doyou come up with this target？ I am very interested in knowing the magic behindand I would like to reasonably adjust it and try to match it。
3
套路三：偷樑換柱
客戶給到的價格偏低，你想接這筆單又怕沒利潤空間時，可以和客戶暗示另一件事，傳遞出單純的減價是不可行的，需要客戶也作出一定的讓步才能讓你降低成本的資訊，然後大家再進行深入溝通。
話術
That target price is gonna be a very challenging for us to hit。 Areyou open for ideas about cutting the cost？ For example， changing certain partsof the products。。。？
4
套路四：強調差異
除了價格，我們要強調差異化的東西，服務，就算是全行業都有的服務，我們也得和客戶說明。提與不提本身就是個很大的區別。
話術
We are not only selling the products， we also provide fullafter-sales service so be assured that you are well supported。 List a few forexample as following：
1。xxx
2。xxx
5
套路五：聲東擊西
除了價格，另開戰線跟客戶聊聊其他的。在開始談的階段不談品質，雖然你的品質可能比別家好，但是這不是客戶很直觀就能看到的東西。可以談談其他的功能。
話術
When you look closer to the features of the products， you caneasily 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 highlyprice-sensitive market， our product could reward you with much better profit。
We pride ourselves with our technology/innovation/design creativeness。。etc。
6
套路六：釜底抽薪
和客戶溝通時，試探其迫切性和真實性，適當給客戶傳遞有其他客戶也在採購的資訊，增加客戶的危機感和緊迫度。
話術
How soon can you seal the deal if we canmatch the price？
I am currently working a similar order， Imight be able to get a better pricing on certain parts based on the quantity oftwo orders。
7
套路七：強調品質
客戶很多時候只能橫向對比多家工廠的報價，卻沒有正視產品的質量，你可以明確告知客戶：我的價格貴，貴有貴的道理，你可能不知道，我們可以好好給你談談。
話術
Thanks for your feedback regarding our price。 As an OEM /ODM service provider， our success strongly relies on our customer’s profitabilityand 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 materialquality we have used and we are happy to explain to you further。
8
套路八：有“備”無患
經過你的種種努力，客戶還是禮貌拒絕了， 這時候你要轉換思路，將其轉入有機會開發的潛在客戶，視作“備胎”日常維護即可。
話術
I much appreciate the chance you have givenus。 I know it is a time-consuming thing to choose a right supplier。 Let‘s putthe order aside right now。 I just wanna you know that I am always here and youcan hit me up if you have any question in the future。
外貿人要多培養商人的思維，business is business！ 不要被客戶牽著鼻子走。挖掘客戶這句話背後的真實意圖，方能應對自如。所以，當你的客戶說：You price is too high。回答的標準套路是：Let me explain why our price is where itis。
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