Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at


Thetoughest part of selling is COLLECTING MONEY.

REALITY:It’s how your company runs, and it’s how you get paid.

Thereare 2.5 ways you can help in this process:
1.Help A/R. Tell them you’d like first crack at collectingpast due invoices. It may give you a chance for another order.

2.Arrange terms of payment when you make the sale. Agree onterms and due dates. Get the names, email addresses, and phonenumbers of everyone involved in the payment process.

2.5Don’t complain about the burden — celebrate the commissions.

Mostcompanies pay commissions on money collected. Get paid.