"Your price is killing me!" 这句话是不是耳熟到让你心颤？

外贸人最怕听到的不是客户说"No"，而是不断砍价、已读不回、付款拖延、样品失踪...

这些问题像挂在头顶的达摩克利斯之剑，随时可能斩断订单。别慌！今天带你解锁销冠秘笈：用话术重塑谈判节奏，让客户从“已读不回”变成“追单狂魔”！

一、 当客户说"Your price is too high"时

价格谈判不是数学题，而是心理战！聪明的外贸人从不正面降价，而是用三招让客户主动改口：

模糊定价法

拆解细节报价：

"Base price: $5.8/unit (EXW) || Custom packaging: +$0.3 || QC report: +$0.1"

重点：把成本细项像积木一样拆分，让客户自行取舍！

示范金句：

"Part of our clients choose to handle bulk shipping themselves – that could save you 7% on logistics costs. Let me share an optimized solution!"

价值捆绑术

把价格和隐形福利绑定：

🔋 "Price includes 2 years free technical support"

📦 "Free pre-shipment video inspection"

客户不是嫌贵，而是怕买贵了不值！

心理锚点陷阱

先报高价产品："Our premium line costs $12.5", 再推主打款："Standard version only $8.9"。

人性真相：客户永远想要"中间选项"！

二、 客户拖延付款？

❌ 不要再写 "Reminder: Unpaid Invoice #123" （冷冰冰！）

✅ 要写 "Shall we secure your container space for March shipment?" （制造紧迫感！）

销冠催款模板：

Subject: Action Needed: Lock 2024 Q2 Production Slot!

Hi [Name],
I noticed your PO#456 payment is pending. Good news! We just reserved a limited early-bird container slot for loyal clients like you.
⚠️ To guarantee April delivery, please complete payment by [Date]. Attached: Payment link & updated proforma invoice.
Let me know if you need priority support!
Best,
[Your Name]

把催款包装成"抢福利"，让客户觉得付款=占便宜！

三、 客户已读不回？用这两招破冰

沉默≠拒绝！销冠这样捞回潜水客户：

阶梯式唤醒策略：

第1封：提新品："New anti-mold packaging launched!"

第2封：给压力："Raw material prices rising on May 1st"

第3封：甩王炸："Exclusive sample offer expires in 48h"

重激活邮件必杀句：

"We’ve upgraded our CRM system and noticed your inquiry is still open. Is there anything blocking your decision? Tell me, I fight for you!"

四、 样品寄出石沉大海？

95%的外贸人只会问"Any feedback?"，销冠却在：

样品跟踪三板斧：

1.寄出24小时内发检测报告："Test videos attached! 关键指标比行业标准高18%"
2.五天后问使用体验："Need installation guidance? 看看视频教程 "
3.十天后下通牒："样品库存告急！同批客户已下单，为您保留最后72小时优先权"

高段位话术：

"Hi [Name], our engineer found a potential upgrade for your sample – 3% higher efficiency at zero cost! Shall we discuss before mass production?"

五、 销冠的终极心法

把自己变成"人型AI" ！

客户为什么不回你？因为你说的话和其他100个业务员一样！试着把话术AI化：

从："We are a professional manufacturer"

改成："I’ve helped 17 EU buyers reduce packaging costs by 22% – want your customized ROI calculation?"

从："Quality is good"

改成："Your competitors reduced returns by 38% after switching to our anti-scratch coating"

永远记住：客户需要的不是供应商，而是问题终结者！

写在最后

外贸没有"话术套路"，只有价值传递的艺术。当你开始用销冠思维：

把价格谈判变成方案设计；把催款写成抢购指南；把样品跟进做成售后服务。

你会发现：不是订单追着你跑，而是客户怕你"甩单"！

Now tell me——下次客户说"太贵了"，你第一句话准备怎么回？