降价这件事上，人的直觉是系统性错的。 **第一处：降 20% 不等于多接 20% 就能持平，而是 25%**（降 30% 要多 43%，降 50% 要多 100%）。**第二处：价格降的是收入，砍掉的是利润**——如果直接成本占七成，价格降 10%，利润掉 33%。谈判时你想的是那个 10%，而实际发生的是这个 33%。 填上报价、对方想要的价和工时，代码把这两个数算出来，加上降价前后的实际时薪。这两个数字通常直接改变要不要降的决定——不是因为它们说服了你，是因为在此之前你算的是另一笔账。 然后是动机识别：把客户原话贴进来，代码按措辞分五类——**试探**（没给理由也没提别家，这时候降价最亏，对方本来就准备接受原价）、**真没预算**（最好处理，因为可以谈范围）、**比价**（先问清楚那份报价包含什么，多数情况下两份不是同一件事）、**拖延借口**（价格只是措辞，降了也不会成交）、**想砍范围**（最健康的一类，顺着谈）。**这五种的应对完全不同，而降价只对其中一种有用。** 最后是三种不降价的替代方案：降范围不降单价（降单价是永久的，降范围是这一单的）、换条件不换价格、给一个更便宜的产品而不是更便宜的价格。以及什么时候该直接放弃——**一单坏客户占掉的不只是这单的利润，还有你本可以用来找好客户的时间**。 $2 解锁按动机的完整应答脚本、三种替代方案的具体报价结构，以及守住价格的邮件与微信话术。Intuition about discounting is systematically wrong in two places. **First: a 20% cut doesn't need 20% more work to break even — it needs 25%** (30% needs 43%; 50% needs 100%). **Second: price comes off revenue, but it lands on profit** — with direct costs at 70%, a 10% price cut removes 33% of the profit. In the negotiation you're thinking about the 10%; what happens is the 33%. Enter your quote, their target and your hours, and the code produces both figures plus your effective rate before and after. They tend to change the decision outright — not by persuading you, but because until then you were doing a different sum. Then motive: paste the client's words and the code sorts them into five kinds — **reflex haggling** (no reason, no competitor named; discounting here is the most expensive kind, because they were ready to pay), **a real budget ceiling** (the easiest, because it can be answered with scope), **comparison shopping** (find out what the other quote covers; usually the two aren't the same thing), **a polite delay** (price is the wording, not the reason; a discount won't close it), and **wanting to cut scope without saying so** (the healthiest — follow it). **Each needs a different answer, and discounting only works for one of them.** Then three alternatives to discounting: cut scope not rate (a rate cut is permanent; a scope cut is one project), trade terms instead of price, and offer a cheaper product rather than a cheaper price. Plus when to walk — **a bad client costs you this project's margin and the time you'd have spent finding a good one**. $2 unlocks full scripts by motive, pricing structures for each alternative, and the messages that hold a price without losing the client.
按五种动机分别的完整应答脚本（每种给出第一句、对方追问后的第二句、以及底线在哪）、三种替代方案的具体报价结构（缩范围版／换条件版／降配版怎么写），以及守价的书面话术与什么时候该停止回复。Full scripts for each of the five motives — the opening reply, the follow-up when they push again, and where the floor is — pricing structures for the three alternatives, written messages that hold a price, and when to stop replying.
所有数字都基于**你自己填写的**报价、工时与成本，估算不准结果就不准。「多接 X% 才持平」只考虑收入，不含你多接那些单所增加的成本与时间；利润降幅按你填的直接成本计算，未含固定成本、税费与机会成本——**真实情况通常比算出来的更糟，不会更好**。动机识别按关键词匹配，是粗口径参考，同一句话在不同语气与关系下含义可能完全不同，请以你对客户的实际了解为准。本工具不提供法律或财税意见，定价与是否接单的决定由你自己作出。你填写的内容不入库。Every figure derives from **your own** quote, hours and costs. "Needs X% more volume" accounts for revenue only, not the added cost and time of that extra work; the profit impact uses the direct costs you entered and excludes fixed costs, tax and opportunity cost — **reality is usually worse than the computed figure, not better**. Motive detection is keyword-based and rough; the same sentence can mean different things depending on tone and relationship, so weigh what you know about the client. This is not legal or tax advice; pricing and whether to take the work are your decisions. Nothing you enter is stored.