外贸业务员在开发市场的过程中，经常会遇到客户说价格太高的情况。面对这样的挑战，我们应该怎么做呢?有什么方法吗?
首先，我们要调整自己的心态，保持冷静和理智。客户压价是很正常的事情，即使你给出了最低价，客户还是会觉得太贵，所以我们不能只看表面的价格问题。我们要让自己的产品与竞争对手有所区别。除了价格，我们还可以给客户提供其他方面的价值和信息。而且，价格也可以帮助我们筛选出真正有意向和品质的客户。
1)套路一：直接询问 。询问客户他们心目中合理的价格是多少，根据他们的采购量给出不同等级的报价，并且坦诚地告诉他们：“降价是可以商量的，但是要看你们买多少!”
外贸回复客人嫌贵模版：hanks for your reply and your concern regarding our price is wellunderstood. As you said too much expensive, I‘d like to ask by howmuch? what's your target price?
It is always our aim to provide our customer with unparalleledquality
product at affordable cost. What I would suggest is that let us reviewyour
products demands quantity and come up with a price-volume matrix for
yourreference. Communication is always the key to better support our
customer.
2)套路二：判断真伪 。
如果客户给你一个非常低的价格，你要判断一下他们是否在跟其他供应商比价，还是只是随便说说。
外贸回复客人嫌贵模版：The target price $XXX seems challenging for us. May I know how doyou come up with this target? I am very interested in knowing the magic behindand I would like to reasonably adjust it and try to match it.
3)套路三：变通一下 。
如果客户给出的价格太低，你又想接这个单子但又怕利润太低时，你可以跟客户暗示一下另外一个方案，让他们知道单纯地降价是不可行的，需要他们也做出一些妥协才能降低成本，并且进一步沟通细节。
外贸回复客人嫌贵模版：That target price is gonna be a very challenging for us to hit. Areyou open for ideas about cutting the cost? For example, changing certain partsof the products...?
4)套路四：突出优势 。
除了价格之外，我们要突出自己产品和服务上的优势，并且跟客户说明清楚。即使是行业内都有提供的服务，我们也要强调一下，让客户感觉到我们是专业和负责任的。比如，我们可以说我们的产品有质量保证，有专业的售后服务，有快速的交货时间等等。
外贸回复客人嫌贵模版：We are not only selling the products, we also provide fullafter-sales service so be assured that you are well supported. List a few forexample as following:
)5套路五：制造紧迫感 。
如果客户还是犹豫不决，你可以给他们一些刺激，让他们觉得如果不赶快下单就会错过一个好机会。你可以说你们的产品很受欢迎，库存有限，价格可能会涨，或者给他们一个优惠期限等等。
外贸回复客人嫌贵模版： When you look closer to the features of the products, you caneasily find out the differences:
1.XXXX.
2.XXXX.
I have attached a table of comparison between our products and other ones so you know what you are paying for.
If you are not targeting highlyprice-sensitive market, our product could reward you with much better profit.
We pride ourselves with our technology/innovation/design creativeness..etc.
6)套路六：提供对比。
如果客户还是不满意你的价格，你可以给他们提供一些对比数据，让他们看到你的价格其实是合理和公平的。你可以跟他们比较同类产品在市场上的平均价格，或者跟他们比较不同品牌或规格的产品在价格上的差异，并且解释清楚为什么。
外贸回复客人嫌贵模版：
How soon can you seal the deal if we canmatch the price?
I am currently working a similar order, Imight be able to get a better pricing on certain parts based on the quantity oftwo orders.
7)套路七：增加价值。
如果客户还是觉得你的价格太高，你可以考虑给他们增加一些价值来吸引他们。这些价值可以是免费样品、免费运费、免费安装、赠送礼品、延长保修期等等。这样可以让客户感觉到你很大方和诚信，并且增加了他们购买的动机和信心。
外贸回复客人嫌贵模版：Thanks for your feedback regarding our
price. As an OEM /ODM service provider, our success strongly relies on
our customer's profitabilityand therefore we are willing to leave this
open for further discussion. Yet,pls understand that our offer is based
on the actual cost of the materialquality we have used and we are happy
to explain to you further.
8)套路八：留有余地 。
如果你尽力了，客户还是礼貌地拒绝了你的报价，这时候你要换个思路，把他们当作有潜力的客户，作为“备选方案”日常跟进。
外贸回复客人嫌贵版本：I much appreciate the chance you have givenus. I know it is a time-consuming thing to choose a right supplier. Let's putthe order aside right now. I just wanna you know that I am always here and youcan hit me up if you have any question in the future.
外贸人要有商人的思维，business is business! 不要被客户牵着走。挖掘客户背后的真实需求和动机，才能更好地应对价格问题。所以，当你的客户说：You price is too high.回答的标准套路是：Let me explain why our price is where itis.
