客户说：你的价格高了，你要怎么回答？

        每一次的价格谈判都是买卖双方最真实的较量，我们能做的是不要被客户的节奏打乱，放松，平和，心态要稳，了解自己的产品，市场，特性，多与客户沟通交流，得到最有方案。

1.Value Justification 价值证明‌
EN: "Our price reflects premium materials that increase product lifetime by 40% (show test reports)."
‌2. Cost Breakdown 成本解析‌

EN: "The $2.3 difference covers ISO-certified packaging that reduces shipping damage by 70%."
‌3. Risk Reversal 风险逆转‌

EN: "We offer free replacements within 3 years - saving you $15,000 in potential losses."

4、让步交换法（Concession Trade-off）‌

‌EN‌: "If you increase order quantity by 20%, we can offer 5% discount with guaranteed quarterly shipments.

5、条件置换法（Conditional Swap）‌

‌EN‌: "Instead of lowering the price, we'll include free installation training (worth 3,500) and expedited customs clearance.

6、阶梯折扣法（Tiered Discount）‌

‌EN‌: ▶︎ Order 500 pcs: 10.00/unit▶︎Order1,000pcs:10.00/unit▶︎Order1,000pcs:9.50/unit
▶︎ Order 2,000+ pcs: Free shipping + spare parts kit
7、成本透明法（Cost Breakdown）‌

关键操作原则‌

1. ‌三必现‌：

• 必现 ‌实物解剖‌（客户可触摸材料差异）
• 必现 ‌对比证据‌（视频/检测报告）
• 必现 ‌动态计算‌（手机/平板实时演算成本）

2. ‌话术公式‌：
   ‌成本组件‌ + ‌技术参数‌ + ‌损失规避‌
   例： ”这$4.5的航空胶层（成本组件）使抗剪切力提升78%（参数），防止山区运输时刹车片脱落导致事故（规避损失）

8、时限施压法（Urgency Trigger）‌

‌EN‌: "The 3% discount applies only if we receive PO by Friday – our raw material spot price increases next week."
‌9、"三明治"话术（Compliment Sandwich）‌

‌EN‌: "I appreciate your focus on cost control (1). Our solution actually saves 18% labor costs long-term (2). How about we start with a trial order at original price with bonus samples? (3)"
10、损失具象法（Loss Visualization）‌

‌EN‌: "Choosing cheaper alternatives often costs more: Client X saved 3.2/unitbutpaid3.2/unitbutpaid18,000 for production line downtime last month."

‌谈判黄金法则‌

1. ‌永远不立即让步‌
   → 先问："May I know which competitor's quote you're comparing with?"
   

2. ‌让步必换条件‌
   → 模板："We can do 5% discount if you..."（提出具体交换项）
   

‌案例‌：某机械出口商应对印度客户砍价：
客户要求降价15% → 回复："降价8% + 免费远程监控系统（价值订单总额的3.5%）" → 成单后客户因监控系统避免$24,000故障损失，续单时主动放弃折扣。