Great Point about asking what they can cut to get to their budget... This is the reason why when negotiating media buys with commissioned salesmen, you should a

Great Point about asking what they can cut to get to their budget... This is the reason why when negotiating media buys with commissioned salesmen, you should always give them a budget first and stick to it, and than negotiate for more exposure...This way, the salesmen's commission remains in tact, and he fights to get you what you want, because he wants the sale... Instead of being in a situation where every penny you try to cut in your media spend, he views as a cut to his commission. Great Post.