Why Payment Options Should Be Discussed Before Invoicing
NZ suppliers: your customer is already thinking about how they are going to pay. You may as well talk about it early.
Payment Gets Discussed Too Late
Payment terms should be discussed before the invoice is sent, not after the customer starts worrying about how they are going to pay it.
Too many businesses treat payment as something that gets discussed once the sale is already done. But price and payment timing are often two of the biggest reasons a customer hesitates in the first place.
For Sales Reps: Bring It Up Early
Instead of ignoring the elephant in the room, bring it up early — in fact, you could even lead with it if you wanted to.
Turn a Friction Point Into Your Pitch
For your competitors, payment terms are a friction point. For you, it can become part of the sales pitch.
Own it, embrace it, win that order.
Related Topics
For more on where in the sales process to raise this, read When to Offer Instalments in the Sales Process.
To see how flexible payments change the customer experience, see Flexible Payments and the B2B Customer Experience.
For ideas on getting the message out, read How to Promote Flexible Payments to Customers.
Lead With Payment Flexibility
Give your sales team a real answer to "how am I going to pay for this?" before the customer even asks.
