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今天这份清单整理了从开发信到纠纷处理的60句万能话术，每一句都经过100+外贸老鸟实战验证。收藏这份指南，客户说"你好像住在我大脑里"时别太惊讶。

"Tact is the art of making a point without making an enemy." ——Isaac Newton
（话术的艺术在于表明立场而不制造敌人）

一、报价攻防战（12句）

价格谈判不是数学题，是心理战

精准拆招

客户对比同行价时："Our pricing covers 12hr video quality inspection records accessible via QR code"（把报价表变成价值说明书）

被压价到临界点："May we split the payment into 40% T/T + 60% LC at sight for mutual flexibility?"（给替代方案）

客户犹豫时："This quotation locks material costs for 72hrs due to copper price volatility"（制造时间紧迫感）

初次询价时："Shall I prepare 3 scenarios in EXW/FOB/CIF terms?"（展示专业度）

要样品费时："The $50 sample fee will be fully deducted from your first bulk order"（消除心理抗拒）

客户砍运费："DHL economy saves 30% with 3 extra days transit, need me to check availability?"（给选择题）

二、订单催生术（8句）

订单不是等来的，是设计出来的

四两拨千斤

"Raw material inventory for this SKU can only support 4 containers this month"（饥饿营销）

"We just received 2RFQs from your neighboring country for the same product"（社会认同暗示）

"Your scheduled production slot will expire in 48hrs per factory planning"（倒计时施压）

"Early confirmation avoids Chinese New Year port congestion"（绑定客观事件）

"Full payment customers have priority in air freight arrangement"（利益驱动）

"May we reserve 10% buffer stock for your emergency needs?"（痛点预判）

三、物流黑洞生存指南（10句）

海运危机处理三原则：快报事实，慎讲原因，给方案树信心

高阶话术

"Maersk just announced $800/40GP peak season surcharge effective next Monday"（甩锅给船司）

"Customs clearance requires your FDA registration number by 5pm CST today"（具体要求+截止时间）

"The vessel will omit Shanghai port due to strike, need your approval for transshipment via Busan"（主动方案）

"Your container is #78 in loading sequence, real-time tracking available here"（透明化消除焦虑）

"We pre-arranged 5 trucks on standby for urgent warehouse transfer"（展示应急预案）

"Warehouse photos with timestamp will be updated every 4hrs during loading"（可视化进程）

四、售后破冰话术（10句）

售后不是终点，是复购的跳板

心机公式

"The upgraded packaging passed 8m drop test last month, share your field feedback?"（植入技术亮点）

"Our engineer noticed abnormal vibration data via IoT sensor, have you scheduled maintenance?"（远程诊断服务）

"The exclusive buyer portal shows your accumulated credits for next order"（钩住回头客）

"Your annual purchase volume qualifies for 2024 VIP logistics lane"（分级激励）

"The R&D team wants your input on the next-gen prototype sketches"（制造参与感）

五、社媒开发高阶话术（8句）

InMail回复率提升300%的秘密

冷开发不冷场

"Congrats on your new plant in Vietnam! Our modular conveyor systems helped XX Co reduce layout time by 40%"（赞动态+痛点切入）

"Noticed you're expanding into solar trackers, our TÜV-certified actuators have powered 12GW projects"（行业解决方案）

"Warm regards from Ningbo! Our cross-border payment gateway supports L/C in 14 African countries"（地域联结+实用信息）

六、谈判破局神回复（12句）

当谈判陷入僵局时的拆弹专家

高阶拆解

客户突然失联："Shall we pause this project until Q2 budget review?"（给对方找台阶）

要求额外佣金："All transactions are recorded in blockchain-based ERP for audit trail"（柔拒妙招）

质疑质检报告："Our lab is open for 3rd-party verification at your nominated agency"（自信摊牌）

威胁换供应商："Shall we conduct cost-breakdown analysis to revisit technical specs?"（转守为攻）

怀疑产能时："The 24hr facility tour livestream link is here for your team"（眼见为实）

收尾干货：把这60句话分类贴到三个地方——电脑边框（催单话术）、手机备忘录（应急话术）、镜子（谈判话术）。三个月后你会发现，客户的"Yes"说得比"Let me think"多得多。

（看到这里的都是真爱！需要可收藏Excel对照表的老铁，公众号后台私信["60外贸金句"]免费领）

[记住：每个未回复的客户都在等你说出"他想听但没想到的话"]