By Troy Harrison – Sales Navigator
I was sitting in on a critical negotiation between one of my distribution clients and their largest potential customer. The procurement director looked at my client’s sales VP and said, “We need a 45-day payment term instead of your standard 30 days to make this work with our cash flow.” Without hesitation, the VP responded, “We can’t do that. Company policy.” I watched as months of relationship building evaporated in an instant. The room temperature seemed to drop ten degrees.