外贸商务英语20句 | “对还盘的回复”

老外砍价太狠？这20句帮你礼貌拒绝还价、守住利润

初级版（态度温和）

1. "We appreciate your offer, but the price is below our bottom line."
   感谢您的报价，但该价格低于我们底线
   替换词：bottom line → cost price / minimum
2. "I'm afraid we can't go that low while keeping quality."
   降价会影响质量，我们实在做不到
3. "Let's meet halfway? $10 is our final offer."
   各退一步吧？10美元是最终价
   技巧：报价永远带具体数字
4. "Market prices have risen, this is our best deal now."
   市场涨价了，这已是当前最优方案

进阶版（给出理由）

1. "Raw material costs jumped 20%, so we adjusted prices."
   原料成本涨了20%，我们只好调价
   客户最爱听具体数据
2. "This price includes free shipping, it's actually cheaper!"
   含运费的价格其实更划算
3. "Compared to competitors, our quality justifies the price."
   和同行比，我们的品质配得上这价格
4. "We offer 2-year warranty, that adds value!"
   2年保修也是成本

高级版（引导成交）

1. "If you order 500+ units, we can give 5% off."
   订500件以上可打95折
   用数量换价格
2. "Pay upfront for 3% discount?"
   付现可享97折
3. "Sign a 1-year contract to lock this price!"
   签全年合同可锁定价格
4. "Prices rise next month, order now to save."
   下月涨价，现在下单最划算

婉拒底线（守住利润）

1. "We’d lose money at your price, sorry."
   按您的价我们会亏本
2. "Our cost is $8 – $7.5 is impossible."
   成本8美元，7.5真做不了
   越具体越可信
3. "Even for you, we can’t break even."
   老客户也难保本呀
4. "Let’s focus on value, not just price?"
   咱们看产品价值，别只盯价格

留后路话术（关系维护）

1. "We’ll notify you if prices drop later!""
   日后降价第一时间通知您
2. "Can we discuss other models in your budget?"
   看看其他符合您预算的型号？
3. "Here’s a cheaper alternative with similar features."
   推荐这款平替功能差不多
4. "Thank you for negotiating! We’ll keep working to earn your business."
   感谢沟通！我们会继续努力争取合作

外贸人必备谈判公式

礼貌感谢 + 拒绝原因（成本/质量/市场） + 替代方案（折扣/替代品） + 未来期待

案例：
"Thanks for your offer!
But $7.5 is below our material cost.
How about $9 with free shipping?
We hope to serve you soon!"

最后忠告：
⚠️ 永远别直接说"No"！
💡 用"but/how about"转折
✅ 坚持不了价格，就争取付款方式/订单量