大家外贸业务开拓过程中，经常或多或少能碰到外国客户觉得价格高。做外贸怎么报价？又有什么思路？小编整理了8个外贸业务员报价技巧，教你巧妙报价。

报价是买卖双方相互拉扯、博弈的过程，首先外贸人自身要做心态调整，一个好的心态，让我们面对客户时尽量掌握主动权，多些从容，多些理性。压价是客户的“天性”，哪怕你报给客户的已经是底线了，客户也会抱怨价格过高，所以报价过高的问题要宏观去看待。

在向国外客户报价时，应记得展现合作的诚意，不能直接报出一个超出行情太多的价格，也不能直接报出自己的底线，保留客户讲价的空间。但如果价格已经触及底线，外国客户依然觉得价格高怎么办？

01 技巧一：直面出击

套话客户的心理价位，根据客户的需求量给到阶梯报价，打开天窗说亮话：“不是不能减价，得看你的量啊！”

话术 Thanks for your reply and your concern regarding our price is well understood. As you said too much expensive, I‘d like to ask by how much? what's your target price?

话术 It is always our aim to provide our customer with unparalleled quality product at affordable cost. What I would suggest is that let us review your products demands quantity and come up with a price-volume matrix for your reference. Communication is always the key to better support our customer.

02 技巧二：试探真假

如果在报价过程中，客户给了你一个不可思议的低价，试探一下他是否正在多家比价，还是在试探你的底线。

话术 The target price $XXX seems challenging for us. May I know how do you come up with this target? I am very interested in knowing the magic behind and I would like to reasonably adjust it and try to match it.

03 技巧三：偷梁换柱

客户给到的价格偏低，你想接这笔单又怕没利润空间时，可以和客户暗示另一件事，传递出单纯的减价是不可行的，需要客户也作出一定的让步才能让你降低成本的信息，然后大家再进行深入沟通。

话术 That target price is gonna be a very challenging for us to hit. Are you open for ideas about cutting the cost? For example, changing certain parts of the products...?

04 技巧四：强调差异

外贸人做产品报价时，除了价格，我们时刻要记得强调差异化，告诉客户我们产品的优势，以及产品之外可以提供的服务等，传递给客户一种：我们的产品物超所值的信息。

话术 We are not only selling the products, we also provide full after-sales service so be assured that you are well supported. List a few for example as following:

1.xxx

2.xxx

05 技巧五：声东击西

除了价格，另开战线跟客户聊聊其他的，确认客户除了产品价格外，是否还有其他顾虑或要求，例如：产品发货的时间，包装细节，付款时间和方式等，尝试在其他方面消除客户顾虑，从其他角度“让利”。

话术 When you look closer to the features of the products, you can easily 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 highly price-sensitive market, our product could reward you with much better profit.

We pride ourselves with our technology/innovation/design creativeness..etc.

06 技巧六：釜底抽薪

给国外客户报价时，试探其迫切性和真实性，适当给客户传递有其他客户也在采购或合作过的客户及供应商的信息，从侧面验证产品质量的同时增加客户的危机感和紧迫度。

话术 How soon can you seal the deal if we can match the price?

I am currently working a similar order, I might be able to get a better pricing on certain parts based on the quantity of two orders.

07 技巧七：强调品质

客户很多时候只能横向对比多家工厂的报价，却没有正视产品的质量，你可以明确告知客户：我的价格贵，贵有贵的道理，你可能不知道，我们可以好好给你谈谈。

话术 Thanks for your feedback regarding our price. As an OEM /ODM service provider, our success strongly relies on our customer's profit ability and therefore we are willing to leave this open for further discussion. Yet,please understand that our offer is based on the actual cost of the material quality we have used and we are happy to explain to you further.

08 技巧八：有“备”无患

掌握上述外贸报价方法后，经过你的种种努力，客户还是礼貌拒绝了, 这时候你要转换思路，将其转入有机会开发的潜在客户，视作“备胎”日常维护即可。

话术 I much appreciate the chance you have given us. I know it is a time-consuming thing to choose a right supplier. Let's put the order aside right now. I just wanna you know that I am always here and you can hit me up if you have any question in the future.

外贸人要多培养商人的思维，business is business! 不要被客户牵着鼻子走。挖掘客户这句话背后的真实意图，方能应对自如。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 it is.

熟悉做外贸怎么报价后，还有一点需要注意，在报价前应明确自己的底线，设定合适的讲价空间，若让客户讲价过多，客户可能也会怀疑你合作的诚意或产品的质量。