This is a tactic used at the end of a deal by a salesperson who is eager to sign the customer, or by a customer who does not have the cash and hopes to finance. Generally, we assume payment is due upon receipt of goods or completion of services. This is the default unless industry standard is different (e.g., a mortgage), or unless other financing terms apply. As a practical matter, sales teams should always have strategic relationships with financing organizations in place, if that is permitted in their business model. The delay in payment tactic is used to add value with essentially free financing, and is mentioned after both parties have invested time and effort in closing the deal. Given that money has a time value, any change in payment time must be adjusted accordingly with a reasonable interest rate. Delayed payment or financing changes may skew the deal. The time value of money, the notion that a dollar today is worth more than a dollar tomorrow simply because the passage of time creates risk of non-payment, forms a critical consideration and can alter other terms. If you need cash flow now, you will delay payment. Many individuals are in debt because of pushing off payments to a future time, one creditor at a time. The payday loan business works by preying on such people who need cash flow in the short term.