Clarify before you answer
Ask what sits behind the objection, so you answer the real concern.
“Thank you for telling me. Is that a firm policy of your company, or is there some flexibility for a new supplier? I would like to see what is possible.”
How to respond to “We pay on sixty-day terms”
Customers say “We pay on sixty-day terms” for a reason. Here is what usually sits behind it, how to respond and what to avoid.
What is really behind it
The customer is telling you about their process, which may conflict with your terms. This is usually a negotiation about cash flow and policy, not a refusal. Find out how firm the term is, and what your company can offer.
Typical in: Manufacturing and logistics, Professional services, Software and SaaS
How to respond
Pick the framework that fits the customer. The wording is an example direction, not a script: say it in your own words.
Offer a choice
Give two real options so the customer decides how, not whether.
“Let me check what we can do. One possibility might be to adjust the schedule, for example invoicing in parts. Would that fit with how your process works?” Only offer what your company allows.
Redirect
Point to the right person, time or channel without losing the thread.
“If this is a fixed policy, I will take it to the right person on our side to see whether an exception is possible, and come back to you with a clear answer.”
The follow-up question
After your response, ask:
Does your payment term apply to all suppliers, or are there exceptions?
What not to say
Avoid: Our terms are thirty days, no exceptions.
A flat refusal without a question ends the negotiation. The customer might have accepted a compromise you never offered.
Practise it out loud
Reading is not the same as saying it. Talk to an AI customer who raises this kind of objection and see in the report which sentence helped.
Practise this objectionQuestions about this objection
What does “We pay on sixty-day terms” really mean?
The customer is telling you about their process, which may conflict with your terms. This is usually a negotiation about cash flow and policy, not a refusal. Find out how firm the term is, and what your company can offer.
How do you respond to “We pay on sixty-day terms”?
Clarify before you answer: “Thank you for telling me. Is that a firm policy of your company, or is there some flexibility for a new supplier? I would like to see what is possible.” Offer a choice: “Let me check what we can do. One possibility might be to adjust the schedule, for example invoicing in parts. Would that fit with how your process works?” Only offer what your company allows. Redirect: “If this is a fixed policy, I will take it to the right person on our side to see whether an exception is possible, and come back to you with a clear answer.”
What should you ask after “We pay on sixty-day terms”?
Does your payment term apply to all suppliers, or are there exceptions?
What should you not say when a customer says “We pay on sixty-day terms”?
Avoid “Our terms are thirty days, no exceptions.” A flat refusal without a question ends the negotiation. The customer might have accepted a compromise you never offered.
Keep exploring
Educational conversation training. It is not legal or financial advice and it promises no results. Always follow your company’s rules, the terms of the product and a customer’s clear no.