客户砍价别发愁！20个实用外贸英文话术，轻松促成下单

客户讨价还价不用慌！20 个外贸英文话术，让客户直接下单！

在外贸业务中，价格谈判几乎是每单都绕不开的一环。很多新手业务员一听到客户说价格太高了，心里就开始打鼓，不知道怎么应对。其实，讨价还价是客户在试探你，也是成交前的信号。关键在于你如何回应，能不能用专业、自信又不失礼貌的话术，引导客户下单。

最近有媒体报道，随着全球供应链逐步恢复，2025年下半年外贸市场竞争加剧，客户比以往更注重性价比。这意味着，价格谈判会更频繁，但同时也意味着，只要你应对得当，成交机会也更大。

下面这20个实用的英文话术，不仅能帮你稳住客户，还能让客户心甘情愿地下单。

1. 强调价值，淡化价格

> While the price may seem a bit higher, the quality and durability of our product will save you costs in the long run.

这句话的重点在于引导客户从长远角度看待产品价值，而不是只看眼前的价格。尤其在面对注重品质的客户时，特别有效。

2. 用数据说话，增强说服力

> We’ve worked with over 500 clients globally, and 90% of them choose to reorder because of the consistent quality and service.

用实际数据增强信任感，说明你的产品和公司有实力、有口碑，不是随便开价。

3. 适当示弱，激发客户保护欲

> We’re a small factory trying to maintain high standards, and we really hope to work with you on this order.

适当展示你作为中小供应商的努力和诚意，有时反而能打动客户，愿意多出一点预算支持你。

4. 给出选择，而不是拒绝

> We can either keep the current price with the premium packaging or reduce the price slightly if you choose a simpler packaging option.

给客户两个选择，让他感觉有掌控权，而不是你单方面拒绝降价。这样更容易达成交易。

5. 利用限时优惠制造紧迫感

> If you place the order within the next 48 hours, we can offer a special discount as a new customer incentive.

限时优惠是成交利器，制造紧迫感，促使客户快速决策。

6. 用同行对比增强竞争力

> Most of our competitors with similar quality are pricing 10-15% higher than us.

让客户知道你不是在乱开价，而是有市场依据的。同时也能提升客户对你的信任感。

7. 分阶段报价，降低心理门槛

> For your first order, we can offer a special price to help you test the market. Once you see the results, we can discuss a larger volume with better pricing.

先以小单试水，降低客户风险，后续再通过复购提升利润空间。

8. 表达合作意愿，建立情感连接

> We really value the opportunity to work with you and are willing to make some adjustments to support your business.

让客户感受到你是真心想合作，而不是只想着赚钱。情感连接一旦建立，价格就不是唯一考量因素。

9. 拒绝砍价时保持礼貌

> I completely understand your concern, but we’ve already offered our best price based on the current volume.

既表达了理解，又坚定地守住底线，不卑不亢。

10. 提出附加服务作为替代

> Instead of lowering the price, we can offer free samples or extended warranty for your customers.

用增值服务代替直接降价，既能维持利润，又能提升客户满意度。

11. 引导客户关注整体成本

> Our unit price may be slightly higher, but with lower defect rates and faster delivery, your total cost will actually be lower.

强调整体成本优势，而不是单品价格，适合B端客户。

12. 用客户案例增强说服力

> One of our clients in your region placed a similar order and was able to sell out quickly due to the product quality.

真实案例最有说服力，尤其是来自客户所在区域的成功案例。

13. 主动让步，但设置条件

> We can reduce the price by 5%, but the minimum order quantity would need to be increased to 1,000 units.

主动让步可以赢得好感，但要设置合理的条件，确保你也有利可图。

14. 展示库存紧张，制造稀缺感

> We only have limited stock available for this model, and production lead time is currently around 4 weeks.

库存紧张可以加快客户决策速度，尤其适用于热销产品。

15. 强调定制化服务

> Since this is a customized product, the price reflects the additional work and materials required.

如果是定制产品，强调其独特性，让客户理解高价的合理性。

16. 用汇率波动做解释

> Due to recent currency fluctuations, our costs have increased slightly, but we’ve kept the price stable for you.

如果确实成本上涨，可以合理解释，客户也能理解。

17. 提供灵活付款方式缓解压力

> We can offer flexible payment terms such as 30% deposit and 70% before shipment to help with your cash flow.

付款方式灵活也能降低客户的心理负担。

18. 鼓励客户长期合作

> If you’re looking for a long-term partnership, we can definitely offer more favorable pricing over time.

长期合作是很多客户关心的点，提前铺垫有助于后续议价。

19. 强调售后服务保障

> In addition to the product price, we also provide comprehensive after-sales support, including replacements and technical assistance.

售后服务也是客户关注的重点，强调这一点可以转移客户对价格的关注。

20. 结束谈判时保持开放态度

> If you can come back with a slightly higher quantity, I’ll do my best to make it work for both of us.

即使这次没谈拢，也要为下次合作留下空间。

总结：

价格谈判是外贸业务中的常态，但只要你掌握技巧，灵活应对，就能将压力转化为机会。用专业、真诚、有策略的话术去沟通，不仅能让客户接受你的报价，还能建立起长期合作的信任基础。记住，客户不是在比价，而是在找一个值得信赖的合作伙伴。用这20个英文话术武装自己，下一次面对客户砍价时，你也能从容应对，稳稳拿下订单。