I had a mentor once call me into his office. He praised me for my good qualities and my efforts. He then asked me to explain, in my own words, what our company actually did. It’s always interesting when you’re asked such a question on the spot and then realize you don’t really have an articulate response. He explained that working hard isn’t enough and being credible and believable requires knowledge about your subject and the market you’re in. He told me to become a student of industry; read, read and read some more. Stay on top of the news, understand the breadth and depth of the business you’re in and take nothing for granted. It changed my career and my life.
How would you answer the same question? Would you believe your own answer? Would your customer believe it?