Buying information technology is tricky. Too often, I've seen folks buy an expensive technology product only to discover it doesn't really deliver the functionality they need. If it's happened to you, don't despair — you can minimize your vulnerability.

Start by understanding that technology product sales reps are there to sell you — their goal is to escalate their product into the top spot on your list of IT projects. So if at the end of a sales presentation you find that your IT project list has been re-ordered so that now their product sits at the top of your list, stop and ask why.  

And beware of sales reps over-using phrases like "cutting costs" and "saving money." Those can be red herrings designed to shift your attention to the reps' technology product — and away from the capabilities you want to acquire.

Lastly, at the end of any sales presentation, ask the rep this question: What is it you think I'm trying to accomplish? 

If the rep stumbles around, you know he or she hasn't been listening to you — because he or she has been concentrating on how to sell you a product you may not really need.