客户说价格高的30种应对话术
二三外贸库
1️⃣I totally understand your concern. Many of our clients said the same before they worked with us.我非常理解您的担忧，很多客户在合作前也有同样的想法。
2️⃣I can see why you feel that way. May I know what price range you expected?我理解您的感受，请问您预期的价格大概是多少？
3️⃣That’s fair. The market has a wide range of prices — may I explain what makes ours different?您说得对，市场上价格确实差异很大——我可以向您解释一下我们产品的不同之处吗？
4️⃣I respect that price is important, and so is long-term reliability.我理解价格很重要，同时长期的稳定性也同样关键。
5️⃣I appreciate your honesty — let’s see if there’s a way to make it work for both sides.感谢您的坦诚，我们一起看看是否能找到双方都满意的方案。
6️⃣The reason our price is slightly higher is because we use [material/technology] that ensures longer lifespan.我们价格稍高的原因是采用了[材质/工艺]，确保使用寿命更长。
7️⃣Our price reflects the quality and consistency that our clients rely on for years.我们的价格体现了客户多年来所信赖的质量和稳定性。
8️⃣It may seem higher at first, but it actually helps you save replacement cost later.价格看似高一点，但从长远来看能帮您节省更换成本。
9️⃣Unlike many suppliers, our quotation includes full inspection and after-sales service.与许多供应商不同，我们的报价包含了全检和售后支持。
🔟We don’t compete to be the cheapest, we compete to be the most reliable.我们不是追求最便宜，而是追求最可靠的合作。
11️⃣Some clients tried cheaper suppliers before, but later came back to us because of quality issues.有些客户之前尝试过更便宜的供应商，但后来因为质量问题又回头找我们。
12️⃣One of our European clients said, “You’re not the cheapest, but you’re the most stable.”我们有一位欧洲客户说过：“你们不是最便宜的，但最让人放心。”
13️⃣A few cents difference per unit often means a huge difference in quality control.单价差几分钱，可能意味着质量管控的巨大差距。
14️⃣If you compare total cost, not just unit price, our offer is actually more cost-effective.如果看整体成本而不只是单价，我们的方案其实更划算。
15️⃣Our clients who chose us three years ago are still working with us today — that’s real value.三年前选择我们的客户，现在仍然合作——这才是真正的价值。
🧾 四、反问引导型（让客户自己意识到“贵得合理”）
16️⃣May I ask — what price are you comparing us with? Is it the same quality and specs?请问，您是和什么价格比较的？质量和规格是否一致？
17️⃣If two products look similar but prices are different, would you like to know where the difference comes from?如果两个产品看起来差不多，但价格不同，您想知道差别在哪里吗？
18️⃣When you say it’s high, do you mean compared to your target price or other supplier quotes?您说贵，是指和您目标价相比，还是其他供应商报价？
19️⃣Is quality or price your top priority for this project?在这个项目中，质量和价格哪个是您的首要考虑？
20️⃣If we could prove the product lasts twice as long, would you still consider the price high?如果我们能证明产品寿命是其他的两倍，您还会觉得价格高吗？
21️⃣We can explore adjusting the packaging or order quantity to meet your target.我们可以尝试调整包装或订购数量，来满足您的目标预算。
22️⃣If you confirm the order this week, I can check if there’s a seasonal discount available.如果您本周确认订单，我可以看看是否有季节性优惠可以申请。
23️⃣Let’s focus on total landed cost — sometimes cheaper FOB doesn’t mean cheaper to your warehouse.我们关注整体到岸成本吧，有时候FOB低价不代表最终成本更低。
24️⃣We can optimize logistics to reduce cost without touching product quality.我们可以通过优化物流方案来降低成本，而不影响产品质量。
25️⃣If you’re testing the market, we can start with a small trial order first.如果您在测试市场，我们可以先从小批量试单开始。
26️⃣If I can meet this price, can we confirm the order today?如果我满足这个价格，您今天能确认订单吗？
27️⃣Suppose we close this deal at this level — can I count on you for the next shipment?如果我们以这个价格合作，这意味着下次订单我可以优先安排给您吗？
28️⃣We’re happy to support you on price as long as it’s a confirmed order, not just a quote comparison.只要是确认订单而不是比价阶段，我们在价格上非常乐意配合支持。
29️⃣Let’s treat this as a long-term partnership — price is just the beginning, not the goal.我们把这看作一个长期合作，价格只是开始，不是终点。
30️⃣I’ll do my best to work something out, but I want to make sure quality always comes first.我会尽力找到合适的方案，但我希望质量始终放在第一位。
💡 每次回复客户异议时，只需选 1句共情 + 1句价值 + 1句推进
→ 构成“三步法回复”，自然不尴尬，又能守住利润。
