Sales Tip: Setting payment terms

When making a sale with a customer, Independent distributor Jim Klug will set new terms with the customer right away. This always starts with the question, “How much would you like to put down today?” He’ll then ask the customer how much he or she would like to pay on that item per week, or figure it into their current balance.  

When evaluating any customer payments, Klug uses a formula that includes the customer’s current balance, payment history, including the amount and frequency of payments, and the quality of that customer.