TREASURY-MANAGEMENT5 MIN READ
Tell Sales Why 75-Day Terms Need a Cash Price
Use interests and BATNA thinking to discuss payment terms with sales.
Mateo M Sales lead 1 Reframe 2 Quantify 3 Trade The ask 20 sec Sales pressure Mateo says the customer will sign by Friday if finance approves 75-day payment terms on a $900,000 renewal. A flat no protects cash but may destroy a good deal. A flat yes hides customer financing inside receivables. $900K renewal value 45d extra financing versus 30-day terms
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