与客户沟通时，很多新人容易跟着对方的节奏走——这往往是因为经验尚浅，谈判方式也太“直”。今天教大家一个很实用的方法：多观察老业务员是怎么谈的，揣摩他们的思路和节奏，你的谈判能力一定会悄悄提升。
下面分享几个常见场景的沟通对比，帮你把话讲得更“活”：
当客户说“价格贵”
不够好的回答：
The company sets the price uniformly, the price isnot set by me.“这是公司统一定价，我没办法。”
可以试试这样说：
In fact, many customers choose us after comparing, and the reason they keep purchasing repeatedly ultimately comes down to recognising our quality.“其实很多客户在对比过后，最终都选择了我们。大家之所以反复回购，说到底还是认可我们的品质。
We also have different configurations and price ranges available, but the key is that it still needs to meet your specific needs and budget, right?我们也有不同配置和价位可选，关键还是得符合您的具体需求和预算，对吧？
Of course, price is indeed an important factor, but our products truly have an advantage in terms of quality and performance, and I will also do my best to secure a more competitive offer for you.当然，价格确实是重要因素，但我们的产品在质量和性能上确实更有优势，我也会尽力为您争取更竞争力的报价。
Let's put it this way, we have always insisted on providing solid products at reasonable prices, and we are also willing to work with you to come up with the most suitable solution based on your actual situation 这么说吧，我们一直坚持在合理价格内提供扎实的产品，也愿意根据您的实际情况，一起搭配出最适合的方案。”
当客户说“同行报价更低”
不够好的回答：
Then you can go and compare with other companies again “那你再去比较下吧。”
可以试试这样说：
It is clear that you spent a lot of time comparing, and your procurement research is very thorough. I am also very confident in our products, and often after clients make comparisons, they become even more certain about why they choose us.“看得出来您花了不少时间做比较，采购功课做得很扎实。我对我们的产品也很有信心，很多时候客户对比完反而更清楚为什么选我们。
There is a saying, 'You get what you pay for.' The difference in price often reflects differences in specifications, craftsmanship or service. If it's convenient, perhaps you could send me the other party's product specifications, and I can carefully compare them for you?有句话叫‘一分钱一分货’，价格背后往往是配置、工艺或服务的差异。如果您方便，或许可以发一下对方的产品参数，我帮您细细对比看看？
Our company has been operating for XX years and has been able to develop steadily to the present, precisely because we have never relaxed our standards in quality and service. Many clients choose to cooperate with us despite knowing that our prices are somewhat higher; they are often not looking for the 'cheapest option' but for the 'most reliable'.我们公司做了XX年，能稳步发展到现在，正是因为在品质和服务上不敢放松。很多客户明知我们价格稍高仍选择合作，往往不是在找‘最便宜’，而是在找‘最放心’。”
当客户已读不回
不够好的做法：
直接放弃跟进。
可以试试这样发：
“悄悄提醒一下，报价周五前有效哦～方便聊聊您的想法吗？是价格方面，还是已经有了其他备选？
我们最近刚好有新品/优惠推出，或许能更好匹配您的需求？有任何疑问或顾虑，随时和我聊就好。
您的反馈对我们真的很重要，如果有任何想法，我一定尽力配合。期待您的消息！”
一些沟通小心得
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别怕停顿：客户比价时，不用立刻反驳，可以说“我理解您的比较，我们也常常建议客户多看看。不过从长期来看，产品稳定性和服务响应其实更影响实际体验……”
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软化绝对表述：把“绝对没问题”换成“一般来说很稳定”“我们尽可能确保”；把“所有客户都满意”换成“很多客户反馈还不错”。
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偶尔加一句个人感受：比如“说实话，我做这行三年，越来越觉得靠谱的供应链其实替客户省下的是后续精力”；“我们内部常说，宁可前期解释清楚，也别让客户后期失望”。
最后想说的是，沟通没有标准答案，但经验丰富的人往往更懂得——语气里带点人情味，逻辑里藏点软实力。多听、多看、多揣摩，你的话术会慢慢长出你自己的风格。
希望这些例子对你有启发。谈判如练功，练多了，节奏自然就在你手里了。