When Sales Asks for 90-Day Terms
Choose a terms response that protects cash without reflexively blocking revenue.
Ask what customer constraint the 90 days solves, then offer structured alternatives such as deposit, milestone billing, or early-pay discount: Right: it uses interest-based negotiation and turns a position into tradable options. Approve the 90 days because revenue is more important than collections: Weaker: it treats terms as free when they are actually financing. Reject the request with no discussion because policy says net 45: Weaker: it ignores the customer interest and may block a deal that could be structured safely. Tell sales to handle it without finance involvement: Weakest: it separates deal terms from cash accountability.
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