Prospect: Your prices are OK. But our payment policy lets us work only T/T 45 days after B/L.
You: Sorry, but we work only [30% in advance and the balance before shipment.]
Prospect: [lost comm.]
How many times have you not done business with a prospect just because you had doubts about them?
How many times have you abandoned a deal because you did not have enough capital to produce such a high volume order?
How many times have you ended a negotiation due to not being able to agree on payment terms?
How many times have you been afraid to fail to fulfill such a big order out of lack of finance?
How many times has the financing impasse hindered your business?