Terms Exception Cheat Sheet
Recall structured alternatives to nonstandard payment terms.
Position vs interest What is the better question after “We need net 90”? Interests let you design a safer structure. Trade menu Name four safer alternatives to full extended terms. Deposit, milestone billing, early-pay discount, price adjustment, or credit-approved exception. The right option depends on customer reliability and cash timing. Sales pressure “Just approve it so we can close.” Sales is worried about quarter-end timing. Your line “I want the close too. This shifts cash by 45 days, so let’s offer a structure that solves their timing without financing the whole deal.” Approving silently and discovering the cash gap later.…
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