以下20个话术思路可以借鉴，不要照搬，可以改成适合自己的话术。

一、试探客户真实意图How much discount do you have in mind?（您的目标折扣幅度是多少？）适用场景：初步了解客户心理预期Is price your only concern, or are there other factors?（价格是您唯一考虑的因素吗？）适用场景：判断客户是否真心想合作Could you share the competitor's quotation for reference?（能否提供其他供应商报价作为参考？）适用场景：客户声称有更低报价时
二、强调价值与质量Our price reflects superior materials and 3-year warranty.（我们的价格包含优质材料和3年质保。）适用场景：客户质疑价格过高时Cheaper alternatives often compromise quality.（低价产品通常存在质量隐患。）适用场景：对比竞品时Attached are our SGS certificates for your review.（随附SGS认证供您查阅。）适用场景：需证明专业性时
三、设定谈判条件We can offer 5% discount if MOQ reaches 10,000 units.（若起订量达1万件，可享5%折扣。）适用场景：以量换价A 3% discount applies to orders placed before Sept.30.（9月30日前下单享3%优惠。）适用场景：限时促销Payment by T/T in advance unlocks 2% extra discount.（电汇预付可额外享2%折扣。）适用场景：优化付款条件
四、柔性拒绝技巧This is our cost-based bottom line.（这是基于成本的最低价。）适用场景：坚守价格底线时We've already optimized all production costs.（我们已最大限度压缩成本。）适用场景：客户持续压价Further reduction would compromise after-sales service.（继续降价将影响售后服务。）适用场景：强调长期合作价值
五、转移谈判焦点Let's discuss how to add more value instead of just cutting price.（不如探讨如何增加产品价值而非单纯降价。）适用场景：避免价格拉锯战Would you prioritize fast delivery over 2% price difference?（您是否更看重交期而非2%差价？）适用场景：突出时效优势Our free sample service saves your testing costs.（免费样品服务可为您节省检测成本。）适用场景：转移成本考量
六、高阶谈判策略As a valued client, we'll allocate a 2% goodwill discount.（作为尊贵客户，特批2%友情折扣。）适用场景：维护老客户关系Price may vary slightly due to raw material fluctuations.（原材料波动可能导致价格微调。）适用场景：预留谈判空间We'll match any verified competitor's price.（我们可匹配经核实的竞品报价。）适用场景：应对比价
七、终极话术This final offer includes all our best terms.（此最终报价包含我方最优条款。）适用场景：结束谈判Let's sign this contract before prices change next quarter.（请在下一季度调价前签约。）