Negotiate term requests by exposing their cash cost and exploring lower-impact alternatives.
Evan EV Sales Director Evan wants 90-day terms to close a strategic customer before quarter-end and frames it as the only serious option. Longer terms raise receivables and can push DSO up fast if finance approves them without a structure. $400k deal value +30 days term request 4.8 mo runway Quantify, then redesign A good finance partner prices the cash cost of the request and looks for lower-impact ways to get the customer comfortable. Protect the deal if you can, but protect the cash clock too. Open the discussion Evan says, "We need 90-day terms. Otherwise they will delay signature…
Sign up free — one personalized lesson every day, matched to your role and goals.
Already have an account? Sign in