Last night I was glad to meet authors Chris Brogan and Julien Smith talking about their book, Trust Agents. This book talks all about social media with rich stories and examples which I will devote another column to. For now I want to talk about what they had to say in person.
I am an older social media buff – “forty-late-something” would define me… and I have embraced social media, and have my own success stories that convince me of this valuable strategy to focus on in B2B relationship building and sales. I’m also an “old school” seller – starting my sales career with all those sales trainers that sometimes did cheesy and canned things. Some worked, many didn’t.
What is the same that I was so pleased to hear as Brogan and Smith tour to discuss their book was mentioned by Brogan midway through their talk.
“I’ll tell you a secret,” Brogan said. (Of course he doesn’t mind me sharing this)
Brogan continued, “Talk about the other person – not yourself. Learn all about them. They will think you are the most interesting person around.”
I gotta say – this was always the basis of true relationship selling. I am so glad to hear social media experts saying the same thing. It rings true – and it works.
More on the book tomorrow.