这种话在外贸中很常见。关键不在解释，而在于把价格的主导权拿回来。以下是五种实战型回复模板，可根据客户类型灵活选用：
一、先认同情绪 + 不立刻降价（最安全通用型）
适用场景：首次谈价、合作关系尚在建立期
I understand your concern, my friend.
Many customers said the same at first, but after comparing stability and lifetime cost, they found this price is actually very reasonable.
May I know your target price or project background, so I can see how to support you better?
核心逻辑：
1. 不反驳客户
2. 不急于降价
3. 将话题引导至客户需求
二、价值锚定型（适合技术型 / 工程类客户）
适用场景：懂产品、正在横向比对方案的客户
I agree it’s not the lowest price on the market.
But this model uses industrial-grade components, full protection design, and has been tested in similar projects for long-term stable operation.
For this kind of application, stability is usually more important than saving a small cost upfront.
潜台词：我们不是贵，而是坚持工业级品质与长期可靠性。
三、反问引导型（高手常用）
适用场景：仅简单表示“price is high”，未提供具体对比或细节的客户
Compared with which offer, may I ask?
Different configurations and protection levels can make a big difference in price.
优势：
1. 获取真实竞品信息
2. 为后续说明合理价差奠定基础
四、可谈空间 + 条件交换（成交导向型）
适用场景：有明确采购意向的客户
If this is for a trial order or long-term cooperation, I can apply for a better price for you.
May I confirm the quantity and target market first?
注意事项：
⚠️ 永远不无条件降价
✔ 降价必须对应明确条件（如订单量、合作周期、付款方式等）
五、温和但有底线（适合老客户或强势客户）
I really wish to support you, but this is already a very competitive price for this configuration.
If we lower it further, we can only downgrade some parts, which I don’t recommend for your project.
传递信号：进一步降价将影响产品可靠性，相关风险需由客户自行承担。
Lucy的一句话心法：
客户说价格高，90%不是嫌贵，而是在试探你是否值得信赖。