外贸谈判怎么跟进？300个话术赶紧收藏起来！

做外贸这行，跟客户谈判时，话术可是个关键！

新人刚开始的时候，背点话术肯定没错，能帮你快速上手，跟客户沟通起来也能更顺畅。

但别忘了，背话术只是第一步，更重要的是理解这些话术的背后逻辑，知道在什么情况下该怎么说老手们虽然经验丰富，但话术这东西也得常更新、常调整。

毕竟市场在变，客户也在变，一成不变的话术可应付不来。

把话术变成自己的东西，才能在谈判中如鱼得水，轻松应对各种情况！

一、产品介绍：

1.This typewriter is efficient, durable, economical and practical, suitable for middle school students.

此款打字机高效、耐用、经济实用，适合中学生使用。

2.The computers we produce are of high quality, small size, energy saving, easy to learn and easy to operate.

我们生产的电脑以高品质、体积小、节能、学习操作简易而著称。

3.Not only are their prices as low as other manufacturers, but they also have obvious advantages in the following aspects.

它们不仅价格与其他厂家一样低廉，而且在以下几个方面具有明显的优势。

4.With this machine, your output will increase by 30%, and one person can complete the work of three people.

有了这台机器，产量可提高30%，而且一个人可以完成三个人的任务。

5.The product will pay for itself within one year.

该产品一年内即可收回成本。

6.The investment cost of this machine can be recovered within 6 months.

使用这台机器6个月就可收回投资成本。

7.Our engineers have designed a new suitcase that is both ingenious and practical

我们的工程师设计了一款既巧妙又实用的新型行李箱

8.The bike can be folded in half for easy carrying, which is especially useful when traveling and in traffic jams.

这款自行车可以折叠两半，方便携带，这在旅行和交通堵塞时特别有用。

9.The maximum speed of this speed-changing bicycle is 30K/H.

这款变速自行车最高速度为30K/H。

10.Due to the simple mechanical structure, there are few failures and easy maintenance.

此机构设备结构简单，故障少，维护方便。

11.This tire costs less per mile than other brands and will wear longer due to its top-quality rubber.

这种轮胎每英里的成本比其他品牌的轮胎低，而且由于采用了优质橡胶，因此使用寿命更长。

12.The characteristic of this tire is that it does not slip on wet roads.

这种轮胎的特点是在湿滑路面上不打滑。

13.This material is easy to clean and durable.

这种材料便于清洗，且耐用。

14.This air conditioning system is both practical and economical to meet your company's needs.

这种空调经济耐用，可以满足您公司的需求。

15.Our products are of high quality and have a typical oriental style.

我们的产品质量卓越，具有典型的东方风格。

16.Our silk garments are made from ultra-pure silk materials and traditional craftsmanship.

我们的丝绸服装采用超纯丝绸材料和传统工艺制成。

17.This kind of clothing is gorgeous and elegant, and has a long-standing reputation both at home and abroad.

这类衣物华既丽而且极具鉴赏价值，享誉国内外。

18.Since our typewriters are made of lightweight hard carbide,,making them both portable and durable.

由于我们的打字机采用轻质硬质合金制成，因此既便携又耐用。

19.The handbags we recommend to you are made of the finest leather and are available in a wide variety of styles to meet the different needs of various people in your country.

我们向您推荐的这款手提包由最好的皮革制成，品种齐全，风格各异，以满足贵国各种人群的不同需要。

20.Since our product has all the functions you need and is 20% cheaper than Japanese products, I highly recommend it to you.

由于我们的产品具备您所需要的所有功能并且比日本产品便宜20％，所以我强烈推荐给您。

21.This brand of vacuum cleaners is competitive in the international market and is a best-selling product in its class.

该品牌的吸尘器在国际市场上具有竞争力，是同类产品中的畅销产品。

22."Forever" brand multi-speed racing car will surely become a hot-selling model in your market.

“永远”牌多速赛车必将成为你们市场热销的车型。

23.Due to its excellent quality and reasonable price, our silk is warmly welcomed and sold rapidly in most European countries.

鉴于它的高品质和合理的价格，我们的真丝衣物在欧洲市场备受好评，销售很快。

24.We believe our products are the best in the Asian market and can compete with Japanese products in price.

我们认为我们的产品是亚洲市场上最好的，可以在价格上与日货竞争。

25.Our goods are also well received in other markets.

我们的货物在其他市场上也备受好评。

26.Due to its superior quality, this product is often sold out in many areas.

由于品质卓越该产品在很多地区经常销售一空。

27.Our products are of high quality and reasonable price and will surely sell well in your market.

我们的产品质量上乘，价格合理，一定能在你们市场畅销。

28.These products are best-selling in our market.

这些产品在我们的市场上最畅销。

29.The demand for such toys in our market has been stable.

我们的市场对此类玩具的需求一直很稳定。

30.We are happy to recommend our products to you and provide you with samples.

我们很高兴向您推荐我们的产品，并为您提供样件。

二：外贸客户讨价还价时怎么应对?

理解客户的关切:

I understand your concern about the price. Let's discuss it further.(我理解您对价格的担忧。让我们进一步讨论一下。)

解释产品价值:

Our product offers excellent quality and after-sales service, which justifies the price.

(我们的产品提供卓越的品质和售后服务，这足以证明其价格合理)

提供替代方案:

“While we can't offer a direct discount, we could consider a bulk purchase discount or longerpayment terms."

(虽然我们不能直接提供折扣，但我们可以考虑批量购买折扣或更长的付款期限。)

强调独特性:

'Our product stands out from the competition, The price reflects its unique features andbenefits.

(我们的产品在竞争中脱颖而出。其价格反映了其独特的功能和优势。)

寻求折中方案:

Perhaps we can find a middle ground that satisfies both our needs?(也许我们可以找到一个折中的方案，满足双方的需求?)

邀请进一步讨论:

'Let's talk more about what you're looking for, and see if there's a way we can meet yourexpectations.

(让我们进一步讨论您的需求，看看是否有办法满足您的期望。)

重申公司政策:

'l appreciate your negotiation, but our pricing is fixed based on our costs and marketpositioning.

(我感谢您的议价，但我们的定价是基于成本和市场定位来确定的。)

提供支持和服务:

With our product, you'll get not just a great price but also excellent customer

三：报价后客户一直不下单怎么办?

询问进展与疑虑：

Hello, l noticed you haven't placed an order yet. Could you share any concerns orquestions about our quote?

(您好，我注意到您还没有下单。您能分享一下对我们报价的疑虑或问题吗?)

提供额外信息或支持：

I'd be happy to provide additional information, samples, or even a demonstration if itwould help you make a decision.

(如果这能帮助您做出决定，我很乐意提供额外信息、样品或甚至演示。)

提醒客户商机：

With our current demand, stocks may run out soon. Placing an order now could secureyour supply.

(根据我们目前的需求，库存可能会很快耗尽。现在下单可以确保您的供应。)

提供激励措施：

For a limited time, we're offering a discount for early orders. lt's a great opportunity tosave!

(在有限的时间内，我们为早期订单提供折扣。这是一个节省的好机会!)

邀请进一步沟通：

Would you be open to a phone call or video meeting to discuss your concerns in detail?(您愿意通过电话或视频会议进一步详细讨论您的疑虑吗?)

保持积极态度：

I appreciate your time and consideration. Please take your time, and we're here to assistwhenever you're ready.

(感谢您的时间和考虑。请慢慢来，我们随时准备在您准备好后提供帮助。)

最后确认与跟进：

Could you please confirm if there's anything else preventing you from placing an order?We'll do our best to address it.

(是否还有其他因素阻止您下单呢?我们会尽力解决。)

四、承诺篇

1.We assure you that this will not happen again in future deliveries.

我们向您保证，在未来的交付中不会再发生这种情况。

2.We would like to take this opportunity to assure you that we will pay extensive attention in processing your future orders.

我们借此机会向您保证，我们将高度重视处理您未来的订单。

3.Our products are always as good as the samples we sent you, and I can assure you that there will be no compromise in quality.

我们的产品一直如我们发给你的样品那样好，我能保证将不会降低质量。

4.I guarantee that the product we send you next month will be of the same quality as the sample you just saw.

我保证在质量上，我们下月发给你的货物和刚才你看到的样品是一样的。

5.I can assure you that the products we send to you will be of Grade A quality.

我可以向您保证，我们发送给您的产品将达到 A 级品质。

6.The quality of our products is definitely up to standard.

我们的产品质量绝对合格。

7.I promise that payment will be made no later than the end of June.

我保证付款将不迟于六月末。

8.I promise I will check these issues and find out if it is our fault.

我保证我会检查这些问题并查明是否是我们的错。

9.We can ensure that the goods will not be damaged during transportation.

我们可以保证货物在运输过程中不会损坏。

10.We will provide a new guarantee for the protection of repair equipment

我们将为维修的设备提供新的保障

11: We understand that price is an important consideration for you. However, I want to emphasize that our products are crafted using high-quality materials and the finest workmanship.

我们理解价格对您来说是一个重要的考虑因素。但是，我想强调的是我们的产品采用高质量的材料，并且工艺精湛。

12: Could you please share with me your budget for this type of product? Based on your budget, we can discuss different options and solutions to meet your needs.

您能告诉我您对这类产品的预算吗？根据您的预算，我们可以探讨各种选项和解决方案，以满足您的需求。

13: We offer flexible payment methods and are open to collaborating with you to develop a payment plan that aligns with your company's needs.

我们提供灵活的付款方式，并愿意与您合作制定符合您公司需要的付款计划。

14: If you increase your order quantity, would you be open to discussing potential bulk discounts with us?

如果您增加订单数量，是否愿意与我们讨论批量折扣的可能性？

15: We highly value long-term relationships with our clients and are willing to negotiate on price and terms to reach a mutually beneficial agreement with you.

我们高度重视与客户的长期关系，愿意就价格和条款进行谈判，达成互利的协议。

16: Do any of the products in your order have specific requirements or specifications?

您的订单中的产品是否有特定要求或规格？

17: We understand that pricing is a sensitive subject, but we can assure you that we are committed to providing fair and transparent pricing.

我们理解价格是一个敏感问题，但我们可以保证我们致力于提供公正和透明的价格。

18: While you may come across lower-priced options, it's important to consider that the quality may be compromised as well.

虽然你可能会找到更便宜的选择，但需要考虑质量可能受到影响。

19: We can currently offer you a 5% discount. However, I assure you that if you place larger orders in the future, we will be able to provide you with even greater discounts.

我们目前可以给予您5%的折扣。但我保证，如果您将来下更大的订单，我们将能够提供更大的折扣。

20: The prices you mentioned from our competitors may not be for the same product. Differences in craftsmanship and materials could exist. Can you show me the price list from other suppliers so that I can help identify any discrepancies based on my 10 years of experience in this industry?

您提及的竞争对手的价格可能并非针对同一产品。工艺和材料方面可能存在差异。您能否向我展示其他供应商的价格表，我可以根据我在这个行业里的10年经验帮您找出差异所在？

21: You are clearly very professional and adept at negotiation, but the quoted price is already very close to our cost price. Raw material prices and labor costs are continuously rising. I can share with you news about the changes in raw material prices. We've already offered the maximum discount.

您显然非常专业并且擅长谈判，但所报的价格已经非常接近我们的成本价格。原材料价格和人工成本一直在上涨。我可以分享有关原材料价格变化的新闻给您。我们已经给出了最大的折扣。

22: The profit margin for this order is already quite low. However, in our desire to collaborate, if you could consider increasing the order quantity, we would be willing to make further concessions.

这份订单的利润率已经相当低了。然而，出于愿意与您合作的心态，如果您能考虑增加订单数量，我们愿意做进一步让步。

23: I'm very eager to establish our first collaboration, as my commission depends on successful orders. However, your requirements have already surpassed our bottom line. I have been with this company for 10 years and have never sold below this price.

我急于开启我们的首次合作，因为我的提成取决于成功的订单。但是，您的要求已经超出了我们的底线。我在这家公司已经有10年了，从未低于过这个价格销售。

24: Our boss is a good person, but like you, he is also a businessman. He wouldn't accept orders that are not profitable or carry excessive risk. If you were in his shoes, you would likely have the same considerations. We hope for your understanding.

我们老板是个好人，但和您一样，他也是个商人。他不会接受无利可图或者风险太高的订单。如果换作是您，您也会有相同的考虑。希望您能理解。

25: While you might find a lower price elsewhere, I can assure you that the quality will likely not be on par. Apart from the price, are there any other concerns hindering you from progressing with this order? We are keen to address these together.

尽管您可能会找到更低的价格，但我可以向您保证，质量可能无法匹配。除了价格以外，还有其他什么因素或担忧阻止您推进这个订单吗？我们希望一起解决这些问题。

五、不让优惠

1.I dare say that the price we offer is better than any quote you get elsewhere.

我敢说我们提供的价格与您在其他地方获得的任何报价相比都更具优势。

2.I am afraid you will not find any other company that will give you a cheaper price than us.

恐怕您找不到任何其他公司能给您比我们更便宜的价格。

3.The price we give you is very reasonable. We think it is impossible to get better. Accept it or refuse it, it is up to you.

我们给您的价格非常合理。我们认为不可能再有更好的价格了。接受或拒绝，由您决定。

4.If you compare our products with those of other countries, you will find that our prices are very reasonable

如果您将我们的产品与其他国家的产品进行比较，您会发现我们的价格非常合理

5.The price we quoted you is much lower than last year. You must think it is very competitive.

我们给您报的价格比去年低很多。您一定认为它很有竞争力。

6.Our quotes may be a bit high, but when market volatility stops, you will soon be making bigger profits.

我们的报价可能有点高，但是当市场波动停止时，您很快就会获得更大的利润。

7.The current market situation is upward, so you don't have to worry about the profit.

目前市场行情向上，所以你不用担心利润。

8.Our products are very competitive, so there is no problem with profit.

我们的产品很有竞争力，所以盈利没有问题。

9.YYour quotation seems a bit low, if so our profit margin will be too low.

你的报价似乎有点低，如果这样我们的利润率就太低了。

10.If you increase the initial order to 30,000, I think we can consider reducing the price to 300,080 US dollars per piece.

如果你方将初始订单增加到 30,000 件，我认为我们可以考虑将价格降至每件 300,080 美元。

11.If you double your order, we may consider giving you an 8% discount.

如果订单翻倍的话，我们可以考虑给你8%的折扣。

12.The best we can do is give you a 2% discount on your offer.

我们能做的最好的就是给您 2% 的折扣。。

13.There are many rich people in your area, and for them, a high price means a quality product.

您所在的地区有很多富人，对他们来说，高价格意味着优质的产品。

14.If you stick to your offer and don't compromise, we may not be able to make a deal.

如果您坚持您的报价而不做任何妥协，我们可能无法达成交易。

15.Your bid is obviously not in line with the price rules and the current market.

您的出价显然不符合价格规则和当前市场。

16.We regret that we cannot place an order according to your counter-offer.

很遗憾，我们无法按照您的还价下订单。

17.Our tablecloths are moderately priced and sell well in your market.

我们的桌布价格适中，在你们市场上畅销。

18.We think this price is not high in your market.

我们认为这个价格在你们市场上并不高。

19.We think your counter-offer is not appropriate because the price of this material is currently rising.

我们认为你方的还价不合适，因为目前这种材料的价格正在上涨。

20.We cannot do business at your price because it is far below our cost price.

我们无法按照你的价格做生意，因为它远低于我们的成本价。

六、给予优惠

1.If the order is 100 pieces or more, we can grant a special discount of 1.5%.

如果订单为 100 件或更多，我们可以给予 1.5% 的特别折扣。

2.If the quantity is more than 1000 cents per specification, a discount of 5% can be granted.

如果数量超过每规格 1000 美分，可以给予 5% 的折扣。

3.If the quantity is 500 pieces, we can offer a discount of 15% on our price list.

如果数量为 500 件，我们可以在价格表上提供 15% 的折扣。

4.We are happy to offer a discount of 5% for orders of 100 dozen or more.

我们很乐意为 100 打或更多的订单提供 5% 的折扣。

5.If you increase your order to 50,000 pieces, we will be happy to offer you a discount of 5%.

如果您将订单增加到 50,000 件，我们将很乐意为您提供 5% 的折扣。

6.In July, you can enjoy a 10% discount on any purchase.

7 月份，您可以享受任何购买 10% 的折扣。

7.Orders placed before the end of December can enjoy a special discount of 15%.

12 月底之前下单可享受 15% 的特别折扣。

8.If your order is large enough, we are ready to reduce the price by 5%

如果您的订单足够大，我们准备降价 5%

9.If the order is large, we will offer a 10% discount.

如果您的订单足够大，我们将提供 10% 的折扣。

10.If the order is particularly large, we will be ready to increase the discount

如果订单特别大，我们准备增加折扣。

11.If you are willing to purchase all the goods at once, we can give you an 8% discount.

若你能一次买一整套或更多，我们同意在价格上给你8%的折扣。

12.To help you sell our products, we will make an exception and give you a special 5% discount.

为了帮助您销售我们的产品，我们将例外给您 5% 的特别折扣。

13.We will lower our prices by 5% to get the business relationship off to a good start.

为了我们业务关系的良好开端，我们将降价5%。

14.To seal the deal, we will reduce the price by a further 5%.

为了成交，我们将进一步降价5%。

15.For the sake of our long-standing friendship, we will accept a price reduction on the radio. How about a 6% discount?

为了长期的友谊，我们准备接受收音机降价，降6%如何？

16.To help you develop your business in this field, we are ready to offer you a 5% discount.

为帮助你在该行业开展业务，我们准备给你5%的折扣。

17.In order to complete the deal, we are willing to give a 3% discount on our original offer.

为了完成这笔交易，我们愿意在原报价上给予 3% 的折扣。

18.After careful consideration, we decided to reduce the price to $420/piece.

经过认真考虑，我们决定每套降到420美金。

19.We are ready to offer you our computers at a special discount price of 15%.

我们愿意以 15% 的特别折扣价向您提供我们的电脑。

20.Our quotes are subject to a 5% commission.

我们的报价需收取 5% 的佣金。

七：对支付方式

1.In special cases, we may consider accepting your payment by D/P.

在特殊情况下，我们可能会考虑接受您通过付款交单 (D/P) 付款。

2.We agree to accept D/A if the amount of each transaction is less than $500.

如果每笔交易的金额低于 500 美元，我们同意接受付款交单 (D/A)。

3.We can offer you favorable payment terms for D/A.

我们可以为您提供优惠的付款交单 (D/A) 付款条件。

4.Given the small amount of this transaction, we are prepared to accept D/P.

鉴于此笔交易金额较小，我们准备接受付款交单 (D/P)。

5.We will only accept D/P or D/A if the amount of each transaction is less than GBP1,000.

如果每笔交易的金额低于 1,000 英镑，我们只接受付款交单 (D/P) 或付款交单 (D/A)。

6.We require 10% payment at the time of ordering. The remaining amount must be paid within 60 days.

我们要求在订购时支付 10%。剩余金额必须在 60 天内支付。

7.We only accept 20% payment in cash in local currency. The remaining 80% payment by letter of credit should reach us 15 to 30 days before delivery.

我们只接受 20% 的当地货币现金付款。剩余 80% 的信用证付款应在交货前 15 至 30 天到达我们。

8.If payment is made in installments, the annual interest is calculated at 6% and is payable at the end of each year.

如果分期付款，年利率按 6% 计算，并在每年年底支付。

9.The full payment must be paid within 60 days.

全部付款须在60日内付清。

10.The telegram should reach the Bank of China at least 5 days before the ship's date.

电汇应在船舶交货日期前至少五天到达中国银行。

11.The letter of credit for each order should reach us within 30 days.

每笔订单的信用证应在30天内到达我方。

12.You should pay by bill of exchange issued by your bank 15-20 days before the delivery date.

您应在交货日期前15-20天用银行出具的汇票付款。

13.Payment should be made by telegraphic transfer to the Beijing Head Office of Bank of China within five working days from the date of contract signing and credited to our account.

付款应在合同签订之日起5日内以电报方式抵达我司在中国银行北京总部的帐户。

14.An advance payment of 25% of the contract value should be paid within 30 days from the date of contract signing.

合同价值的25%的预付款应在合同签订之日起30天内支付。

15.Payment should be paid in five installments of 20% each.

款项应分五期支付，每期20%。

16.We require full payment within 45 days, and a 15% discount is available for cash in advance.

我们要求在 45 天内全额付款，预付现金可享受 15% 的折扣。

17.The total amount must be paid in full upon receipt of shipping documents.

收到装运单据后必须全额支付总金额。

18.We require payment by letter of credit one month before shipment.

我们要求在装运前一个月通过信用证付款。

19.Please pay $5,000 as a deposit.

请支付 5,000 美元作为定金。

20.10% of the contract value should be paid in cash in advance and 90% by sight draft by letter of credit.

合同价值的 10% 应以现金预付，90% 应以即期信用证汇票支付。