top of page

Having a Healthy Skepticism When Buying Can Save You Big!

Business people with question marks in front of their faces

Imagine two individuals stepping into a bustling market scene. One of them confidently strides in, almost gliding, shielded by an invisible yet powerful barrier that seems to repel the most enticing sales tactics effortlessly. On the other hand, the second person appears more vulnerable, their demeanor swaying with the whims of each sales pitch like a leaf in the wind. They are easily lured by the charm of a bargain or the allure of an offer that seems too good to pass up. This invisible shield, often misunderstood as mere aloofness or cynicism, is, in reality, a manifestation of a healthy dose of skepticism — a vital asset in the arsenal of today's discerning consumers and astute business decision-makers.

Healthy Skepticism of the Sales Process: An Introduction

You've probably experienced being on the receiving end of a sales pitch that appears more like a work of art than a collection of facts. In these situations, not only is your attention required, but also your analytical abilities. It's important to maintain a healthy level of skepticism without outright rejecting every enticing offer; striking a balance between trust and critical thinking is crucial in any buyer-seller interaction.

It's worth noting that virtually every salesperson functions as a storyteller to some extent, with each product pitch representing a meticulously crafted narrative aimed at one goal: closing a sale. This underscores the significance of approaching our discussions with a set of fundamental guidelines to prevent us from ending up with a product that fails to meet our needs or, even worse, puts us in a more unfavorable position than when we began.

There's Nothing Wrong With Being Sold to... However

Prefacing the discussion on maintaining a healthy skepticism involves recognizing that selling per se is not inherently deceptive or unethical. In reality, it plays a crucial role in business and can serve as a valuable service. In the expansive marketplace, quality products and services might go unnoticed or underappreciated without sales efforts.

However, the practice of skepticism is grounded in practicality, acknowledging that every offer comes with a backstory, which may not always be as positive as it appears on the surface. It's comparable to the delicate art of stepping into a car dealership — being ready to negotiate based on the understanding that not all sale prices are truly once-in-a-lifetime deals.

By maintaining a balanced approach to sales and skepticism, individuals can navigate the complexities of commerce with a sharper eye for authenticity and value, ensuring that they make informed decisions that align with their best interests in the long run.

Test Drive Your Potential Purchases

One way to mitigate the risks that come with the glossy allure of sales pitches is to implement an 'invisible test drive'. This concept is the business world's equivalent of kicking tires. Insist on a trial period for software solutions, ask for a mock-up of the system’s performance, and demand references to similar firms who've found success with the product.

The question hidden within this strategy is, ‘If it’s so fantastic, why not give me a chance to see the proof myself?'

It's a potent query that can save you untold headaches and resources. A legitimate business partner will respect this. They won’t just sell to you; they’ll allow you to verify their promises on a smaller, safer scale.

The Detriments of Being Unprepared

Picture a scenario where a business manager, caught off-guard by a persuasive pitch, signs a multi- year contract for a subscription service that promised more than it could deliver. This could result in more than wasted time — it’s a wasted resource allocation that could have detrimental effects on the company's operations. Depending on the contract details, the business manager, and consequently the company, might end up with a product or solution that is less useful than a paperweight for their needs and objectives.

Being unprepared in the sales dance can end with paying the proverbial piper. And we're not just talking about monetary costs, though those can be substantial. Membership fees, contractual obligations, and the anticipated savings from newfangled technologies can rapidly crumble when the rubber meets the road. A business’s reputation, a personal credit line, and a company’s hard-earned stability are all on the line.

How About Some Example Scenarios

Learning Management System Acquisition Project

Early in my career, as I navigated the complex seas of technology selection, I found myself at the helm of choosing a new learning management system (LMS). Alongside a diligent co-worker, we were tantalized by a slick demo—images of streamlined processes danced before our eyes, and it was tempting to bite the apple right there. But experience had taught me to look beyond the sizzle to find the steak; sales demos are often the glittery tip of the iceberg.

Have you ever been mesmerized by a sales pitch, only to wonder what lies beneath the surface? I knew the demo was tailored to dazzle, likely showcasing the crests of its capabilities, and potentially omitting or glossing over any underlying complexities or limitations we might endure. With this in mind, I requested what I believe to be a crucial step in any diligent tech acquisition process: a free trial. We wanted to turn every stone, to explore the system's nooks and crannies—to ensure it was a snug fit for our company's intricate needs.

Yet, the request hit a wall—no trial was forthcoming. Odd, right? It's like test-driving a car—a fundamental consumer right before a major purchase. The alternative system we considered was caged in the same no-free-trial policy. It struck me as a peculiar paradox; why wouldn't a confident company want potential customers to experience their product firsthand?

This experience was a stark reminder of the importance of forward-thinking and being prepared for the unexpected when it comes to tech adoption. Now, I meticulously carve out extra time during any software solution evaluation. The lesson learned: ensure there's ample time for exploration because you never know when you might encounter a no-free-trial blockade. In the case of that early career project, time wasn't on our side. Out of nowhere, we discovered our current system had had some changes that were coming up, which prompted the potential change. As the project was hurriedly set in motion, we found ourselves with our backs against the wall, constrained by circumstances and the pressing timeline.

I share this anecdote not to dismay, but to embolden you to demand the time you need to make informed decisions. Because, let's face it, when you're boxed in, you're playing a high-stakes game with your organization's operational harmony at risk. Have you ever felt cornered by time constraints when making vital technological or other major decisions? Next time, arm yourself with the gift of time—your company's success may depend on it.

Now, I don't necessarily think that there was any malfeasance on the part of the seller. But suffice it to say, the platform had some major issues for us—quirks and gaps that, had we known, would have likely swayed our decision-making. Imagine you're investing in what you believe to be a thoroughbred, only to find out too late that it prefers leisurely strolls over a vigorous sprint.

That trial period, it's not just a convenience, it's a vital vetting step. It's your safeguard against the shiny façade of a well-marketed product. It's about peeling back the layers to reveal the true capability, compatibility, and capacity of the system in question. With that pivotal test drive, we might have dodged a bullet or, better yet, found a solution that truly aligned with our needs. So, let's not merely accept the 'test drive' as a bonus; let's assert its necessity. Because in the end, an informed choice isn't just preferable—it's foundational to our success.

Lockout/Tagout Field Software Solution

In my quest for efficiency, I turned my attention to the potential of field software solutions tailored for lockout/tagout processes. Just picture the scene: you’re out in the field, surrounded by machinery, each piece a puzzle requiring attention to detail for safe operation and maintenance. The traditional approach, where we gather hazard data on clipboards that later transmute into finalized procedures back in the cloister of our offices, seems archaic in our digital age, doesn't it?

Now, imagine a different reality. One where I could, with a few taps on a tablet, craft a comprehensive lockout/tagout procedure right there amidst the hum of equipment. Where a robust template springs to life at my fingertips, allowing me to meticulously record each necessary step in real-time. The beauty of this approach? A painstakingly accurate and fully-formed procedure ready by the time you walk back to your vehicle or office. Isn't the thought alone enough to make you yearn for change?

Well, my search turned up a promising solution that piqued my interest during the demonstration. Naturally, I was eager to take it for a test drive. Initially, I hit a roadblock when I learned that a free trial wasn't on the table - the company suggested jumping in with their starter pricing tier. But why invest in a tool that hadn't proven its worth to me? So, I pushed back, and to my satisfaction, I negotiated a trial period at no cost. While I was personally impressed with the software's performance, my enthusiasm wasn't fully shared by the higher-ups.

Such is the way in the dynamic world of business; not every innovation catches on the first go-around. All this confirmed to me, and to other discerning eyes in the industry, was the inherent value of the tool. What's the takeaway here? Sometimes, an organization isn't ready to embrace a new leap, and that's okay. The key is to keep exploring other avenues for improvement, to be patient, and to stay on the lookout for the opportune moment when things might align more favorably for innovative solutions.


Embracing skepticism in the sales process is not a declaration of war on salespeople, but a vital step towards a healthier, more balanced marketplace where both buyers and sellers can thrive. In an age where information is abundant, ignorance is a choice, and the uninformed consumer is an easy target.

So, the next time you find yourself nodding along to a charismatic sales pitch, remember that keeping a healthy skepticism can be a protective shield. Heed the unspoken questions and delve beneath the surface. It's not just about buying right; it's about buying smart, informed, and secure in the knowledge that what you've purchased will deliver on the promise it sold.

The best deal is not just about the price tag; it’s about the value received. After all, a good discount on a bad buy is no bargain. Now, armed with these newfound invisible shields, dive back into the marketplace, willing to earn the best for your investment, not just the best that someone can sell you.

If you've found value in these insights, I'd be thrilled to hear your thoughts! Go ahead and hit that 'like' button or drop a comment below to join the conversation. But, the journey doesn't end here; our website is a treasure trove of advice and strategies tailored to empower you further. Take a moment to explore other blog posts—they're crafted with your growth in mind. And for those hungry for the latest and greatest, our newsletter is your coveted key to stay abreast of the content that resonates with you. Sign up, stay connected, and let's continue to make smart choices together! 🌟

23 views0 comments


bottom of page