How do you define FUD?

A security product sales person walks into your business for a meeting.  You sit down at the meeting room table, and he proceeds to give you statistics from a magazine article, passes some quotes from an expert, and a tells you a couple of horror stories that are completely generalized.

And couple of hours later you have another meeting with another security product sales person.  This one gives you some "real world" examples of attacks that happened to some of his clients (he doesn't share specifics about the clients), doesn't quote any stats unless they are very relevant, and tells you some excerpts from a lunch meeting he had with one of his security assessment consultants yesterday.

So here's the question.  Which one of these is FUD?  Or are they both FUD?  Though I am usually a pretty "black-and-white" kinda guy, I think this really comes down to each individual's preferences and ideas.  I would generally define FUD as the first sales tactic because it sounds like some guy gathered a bunch of stats and regurgitated them without really knowing what he was talking about.  The second sales person sounds more genuine and seems to know the security business pretty well.  Of course, the second guy could just be slick and might be lying through his teeth.  In that case, both are FUD, and the second FUD sales tactic is more effective because it was thought out and was delivered in a better package.

So it really comes down to "buyer beware" in every case.  Basically, you have to approach any sales meeting with a healthy dose of paranoia and skepticism.  Listen for signs of dishonesty or technical bull crap.  Don't be dazzled by shiny new security stuff.  I have made that mistake, and it will get you into trouble.  It sucks having to think in this manner, but that is just the way it is if you want to make healthy buying decisions.

And one more point: when you do find that product or service that you need, watch yourself when you are preparing your purchase justification for your management.  Are you using FUD?  Believe me, it is easy to fall into the trap.