Anwar Barayil · Why choose sales as a career · SAFI Institute of Advanced Study, Calicut · 1 Nov 2026
Recording (c) SAFI Institute. Transcribed with open-source speech recognition; may contain errors. One fee mention is muted.

[0:00] the welcome address. Sir, please.
[0:11] Respected chief guest of this evening, Mr. Anwar Barayal, Brother Nasr Barayal.
[0:26] Colonel Sir, Director, Administration, dear colleagues, and my dear students, MBAs and PGDMs.
[0:36] It's my pleasure to welcome these dignitaries to this August function.
[0:44] MBA is not just about classroom teaching and textbook reading.
[0:50] There should be a blend of reading and learning with practical hands-on experience, in fact.
[0:56] Today, we have the right person to share his experience with you.
[1:03] We learn much from him.
[1:06] Mr. Anwar Barayal has been in the field for almost 40, 47 years, almost 50 years, half century.
[1:15] He was in Gulf countries working in various multinational corporations like Gilded and Yatisalat for almost three decades.
[1:24] Then after, he started his own business.
[1:27] Now, he is a well-known business magnate both in India and abroad.
[1:31] So, he will share his experiences with us.
[1:36] That will be a good lesson for you people.
[1:39] Because you have studied a lot of things from the textbooks and classrooms, from we people like he teaches.
[1:44] But what is actually happening in the industry that is not known to you?
[1:49] You have only the bookish knowledge.
[1:51] So, this is a golden opportunity.
[1:53] Sir, we are honored to have you here in this afternoon.
[1:58] Sir, he is also one of the initial benefactors of SAFI.
[2:03] Ah, yeah, yeah, yeah.
[2:04] He is one of the trustee members and benefactors of this SAFI institution.
[2:08] He is actually our parent of this, parent of the whole institution, all SAFI, in fact.
[2:14] So, on behalf of the whole SAFI institutions, especially on SAFI, PMA, SAFI Management School, Sir, I welcome you to this function.
[2:26] So, my message to our students is that this is not just a talk.
[2:32] This is an interactive session.
[2:34] You can listen to his primary talks.
[2:36] Then after, you have to ask questions.
[2:38] What are doubts you have in your minds?
[2:40] What are you think?
[2:41] To know what is actually happening in the industry, that you can have interaction with him.
[2:46] This session is, session is primarily meant for that.
[2:49] So, please don't hesitate.
[2:51] You can take notes when he speaks with you.
[2:53] Also, you ask questions to him.
[2:55] This is how we have designed it.
[2:57] Thank you all.
[2:58] Thank you so much.
[3:01] Thank you, sir, for your warm words of welcome.
[3:04] And moving on.
[3:11] Before we begin today's session, let us get to know a little more about our resource person.
[3:30] For that, I would like to invite Tamanna to introduce our distinguished guest.
[3:34] Tamanna, please.
[3:35] Good afternoon, everyone.
[3:54] Respected teachers and my dear friends.
[3:56] A very warm welcome to all of you.
[3:59] Today, we are gathered here for the fourth session of our expert talk series on the topic, why choose sales as career.
[4:06] It's my pleasure to introduce our resource person, Mr. Anwar Bareil, an entrepreneur and training manager.
[4:13] His experience in entrepreneurship and the retail industry has him valuable practice insights into business and behavioral initiation.
[4:22] His professional journey also provides an opportunity for us to learn how sales skills play an important role in business successes.
[4:30] Today, he will be sharing his knowledge and experience on why choose sales as a career, helping us understand the career, opportunities, challenges and skills to succeed in this field.
[4:41] Now, let us warmly welcome Mr. Anwar Bareil, sir.
[4:45] We are delighted to have you here today.
[4:48] The stage is all yours.
[4:49] Thank you, sir.
[4:50] Thank you, Tamanna, for the introduction.
[4:53] And now, we come to the most important part of today's program.
[4:58] I'm sure all of us are looking forward to hearing from our resource person and gaining some practical insights into the world of sales.
[5:06] Without taking much more time, I would like to invite Mr. Anwar Bareil to take over the session.
[5:12] Sir, the floor is yours.
[5:18] Hello.
[5:18] Hello.
[5:22] Hello.
[5:52] Can you hear me?
[6:00] Yes, sir.
[6:01] Thank you.
[6:04] You have to look, you have to look.
[6:09] Okay.
[6:14] Okay.
[6:16] I don't have to introduce again myself.
[6:19] My name is Anwar Bareil.
[6:21] Okay.
[6:21] Bareil is my family name.
[6:24] I want this to be an interactive session.
[6:28] It's not a classroom.
[6:30] I hate the classroom because in the classroom, only the teacher is speaking.
[6:34] The students are all listening.
[6:36] I want quickly each one of you to say your name, your class, or what you are studying, one by one, so that I know who I am addressing to.
[6:45] You don't have to stand up.
[6:46] Just sit down.
[6:47] Say your name and class.
[6:50] My name is Abjit.
[6:54] My name is Abjit.
[6:56] Pass on the mic and then you can speak to them.
[6:58] My name is Abjit.
[6:59] What class?
[7:00] MBA.
[7:01] Okay.
[7:02] Next.
[7:03] And then back.
[7:03] MBA.
[7:07] My name is Mohamed Sinan.
[7:09] I'm studying MBA.
[7:12] My name is Shahin.
[7:13] I'm studying MBA.
[7:14] You don't have to say my name is my name is.
[7:16] Just say your name and your class.
[7:17] Finished.
[7:19] I'm Shahin.
[7:19] I'm an MBA student.
[7:22] I'm Dilshan.
[7:23] MBA.
[7:25] Dilshan.
[7:26] MBA.
[7:28] Arshad.
[7:28] MBA.
[7:31] Fahmi Rahman.
[7:32] PGDM.
[7:35] Neza Fatima.
[7:35] MBA.
[7:37] Fatima Shahna, MBA.
[7:40] Fatima Tusharbanu, MBA.
[7:43] Shada, MBA.
[7:45] Fatima Farah, MBA.
[7:49] Muhammad Sabit, PGDM.
[7:52] Tamanna, MBA.
[7:56] Vishnu, PGDM.
[7:59] Nihad, PGDM.
[8:03] Shamim, PGDM.
[8:06] Muhammad Ashim, PGDM.
[8:09] Muhammad Al-Swaf, PGDM.
[8:14] Hanin, PGDM.
[8:18] Mubaris, MBA.
[8:20] Abdul Roof, MBA.
[8:24] Muhammad Afsil, MBA.
[8:26] Nihalali, MBA.
[8:30] Amik, MBA.
[8:32] Aftab Rahman, MBA.
[8:38] Nishana, MBA.
[8:40] Aslimiya, MBA.
[8:43] Monsina, MBA.
[8:46] Minha, MBA.
[8:49] Lemisha, MBA.
[8:51] Shamila, MBA.
[8:55] Akshara, MBA.
[8:56] Go on, continue.
[8:57] I am hearing.
[8:58] Selva, MBA.
[9:01] He don't know.
[9:03] He don't know.
[9:03] Lajna, MBA.
[9:05] Rashil, MBA.
[9:08] Muhammad Sinan, MBA.
[9:09] Micah, what is it?
[9:09] It's the front.
[9:10] Okay.
[9:11] Nia Mehrin, MBA.
[9:14] Sanya Bashir, MBA.
[9:16] Haifa, MBA.
[9:17] Okay.
[9:19] Hibba, PGDM.
[9:22] Rimna, PGDM.
[9:24] Okay.
[9:24] Hibba, PGDM.
[9:33] We are around how many people in the classroom, in this room?
[9:41] How many people are there?
[9:42] Around 60.
[9:44] Okay.
[9:45] 60.
[9:45] 60.
[9:45] Who do you think, who among you think that I have the best memory?
[9:52] Anybody?
[9:55] The best memory in the class.
[9:57] Nobody.
[9:58] Good.
[9:59] Nobody has the best memory.
[10:01] An elephant's memory or something.
[10:02] So, if I am going to spend here two hours, or a little bit more than that, or less than that, I don't know.
[10:08] How do you think you will remember everything, what you hear today, or see today, experience today?
[10:15] I don't see a pen and a pad in front of you.
[10:18] Can we arrange some papers and pencil, or papers and pen, or a pad and a pen, so that they can take notes?
[10:27] They have, then put it on the desk.
[10:29] Let me see.
[10:29] Everybody should have.
[10:38] Couple of sheets at least, and a pen or pencil.
[10:47] If you have come without that, that means you are not interested in this session at all.
[10:51] Bring it, bring it, bring it.
[10:57] Those who can lend paper and pencil, do so.
[11:08] All right.
[11:29] how many of you
[11:40] have a mobile phone with you if it's with you first ground rule
[11:48] switch off the mobile or keep it upside down
[11:56] in silence mode ok, he said switch it off or keep your mobile upside down
[12:03] with silence mode like I said, this is not a
[12:12] lecture, the more interactive that you make it for me the more interested I will get in presenting this issue
[12:20] presenting this subject take notes, that's why I said bring the paper and pencil
[12:27] take notes because you won't remember everything tomorrow keep your questions
[12:35] if you have any questions keep it short to the point ideally towards the end of the session if there is something urgent that you need to be answered, let me know
[12:43] I have no problem give feedback at the end of the session
[12:50] I have a feedback form that will be given to you in either electronic mode and then you have to give me the feedback duration
[12:58] approximately two hours anybody has any urgent work or anything that will
[13:06] impediment this session will impediment or are you all ok with two hours you are all ok
[13:13] good who am I you know by name
[13:23] by name my name is Anwar Barail you know that I have been in business for 20 years I have worked for different companies
[13:31] in multinational companies for around 27 years beyond that I just want to say
[13:41] I am a person just like you 40 years back or 50 years back I was a student like you
[13:49] I did not know anything about the world the work or anything ok I learned from my 50 years experience and some of the learning
[13:57] that I have had is not the learning that I got it from a classroom in a school or a college they are the learning
[14:05] that I had from international companies like Procter and Gamble Mars Confectionaries Gillette because I have been in the FMCG field
[14:13] who all know what FMCG is?
[14:17] anybody know what FMCG is?
[14:21] you are an MBA student and you don't know what FMCG is?
[14:27] fast moving consumer goods you know who is the biggest FMCG company in the world come on interactive session
[14:39] somebody put up the hand and give me the answer Industan Unilever is part of a Unilever company
[14:48] for India the biggest company FMCG company is Procter and Gamble it is an American company
[14:55] the biggest competitor to Procter and Gamble is Unilever which is a Dutch Anglo company that has an Indian division
[15:02] called Industan Unilever what do they make?
[15:05] what are the products?
[15:08] category what are the category of products that they make?
[15:15] hmm?
[15:18] cosmetics anybody else?
[15:24] I will give you a story a little bit later who likes stories?
[15:29] ok I will give you live stories about these things later on I will just follow the presentation we are talking about
[15:40] who am I I am a Keralite a Muslim from Mahi small village in the northern
[15:47] districts of Kerala which is under Karnur district this one day and I come from
[15:58] a middle class family just to give you a brief about myself my father was an orphan he didn't have father
[16:05] when he was growing up my mother was an orphan they got married and they had seven children I want the I am the middle child
[16:13] fourth child ok we had a very ordinary life in the beginning when we were going to school sometimes there won't be enough money
[16:21] to make rice so we will have Kanyi for lunch so from that kind of a family a person like me
[16:29] comes from a middle class family from an ordinary Kerala village can reach the position of trade marketing manager middle east
[16:36] in one of the biggest multinational company without even an MBA degree you all have much higher chances
[16:45] of succeeding in life what are the criteria required we will talk about it later you got that point a very ordinary family
[16:53] a very poor background very little education I did not even complete my graduation second year of my graduation
[17:02] I was a very good student I used to get good marks but still by the second year end the family situation was so bad I was forced to go to Dubai
[17:10] looking for a work so even without an MBA degree when I was working for this multinational company I always wished
[17:18] if I had an MBA degree I would have gone much higher because that degree matters it's not that
[17:25] you don't have the capacity but when you say you are an MBA you get a better reception better opportunity
[17:33] than an ordinary graduate primary school I did in Talisheri high school
[17:41] and college I studied in Chennai because basically because my father was doing his timber business in Chennai
[17:48] we both brothers were little bit naughty so we were taken to Chennai to be under
[17:56] my father's guardianship rather than with the mother I was a pravasi for nearly half a century
[18:03] I went to Dubai in 77 June 12th today we are in 2026 June is past
[18:11] so this is my 50th year I was an employee for 27 years and a businessman
[18:19] for 20 years I am a trained
[18:26] and experienced person in sales and management okay by MNC such as Procter & Gamble Mass Confectionary
[18:33] Gillette Ittisalat Ittisalat is the telecom company in UAE worked my way
[18:41] up from ground level first job of mine was a sales clerk or claims clerk in a shipping company six months
[18:49] after that I got a job in Ittisalat as a sales clerk from that I want you to listen to this carefully because this
[18:56] will motivate you in future in Ittisalat this is a government job we work from 7 to 2
[19:03] so after 2 o'clock you are free to do whatever you want so from that position in Ittisalat
[19:10] I grew to the position of assistant supervisor and then there was another position vacant which was called
[19:18] controller of obligation I applied for it but some politics within the company and some other factors happened
[19:25] that I lost that position that position was withdrawn from me then I realized that progressing
[19:33] in a semi-government organization in a foreign country where I am an expatriate the chances of me progressing further
[19:41] was less compared to a national guy a local guy so I started after 9 years of spending
[19:48] time in Ittisalat I started looking for an opportunity to work outside a government organization so I
[19:57] started approaching many companies all of them said Ittisalat a government owned telecom
[20:04] company what training or what experience do you have the experience that you have in a telecom company is not
[20:12] something that we want so I was not getting any opportunity finally I got a break the break
[20:19] was that of a van salesperson van salesperson is the person who drives the van
[20:27] who loads the van who delivers the product to the shop who merchandise the product on the shelf who collects
[20:34] the money ok this was the job that I was offered and the job offered for me had a pay scale
[20:41] of 4200 and 50 4500 dirhams as the total package 500 dirhams incentive
[20:49] 4000 dirhams is the salary plus accommodation and all that at that time in a government job in a job
[20:56] that requires only 7 to 2 of my time and very well respected because everybody wants a phone
[21:04] everybody wants a good number they always respect you from that job to a job of a salesman who has to
[21:11] work from morning 6 o'clock till 10 in the night carrying products and delivering through the heat
[21:18] of gulf countries and the salary offered was 4500 and I was already earning
[21:26] in itisalat 7000 dirhams plus afternoon I used to do overtime part-time
[21:33] all that put together I was getting almost 8000 plus dirhams and this job offer came at 4500
[21:41] I decided to take it why because I did not see any future in itisalat and I
[21:49] know if I have better experience in real world I can progress further 99.9%
[21:57] of the people I knew they said you are mad to leave a job comfortable secure job in a government organization and take
[22:04] a position of a van salesman to go around in the you know 45 degree 50 degree heat
[22:11] to go and sell chocolates I was selling chocolates anyway I don't want to go into that detail right now so
[22:19] in those years I worked my way up I progressed to the position of unit
[22:27] manager van operation special projects and training in that company in the distributor organization of PNG and Mars
[22:35] then I realized further growth in a family owned business in a distributor company family owned business further
[22:42] growth will be hard to come by so I started looking for a multinational company a job in a multinational company again
[22:49] I started sending my CV no replies came one day I saw an ad in the newspaper which says area sales
[22:56] manager required for Riyadh and Mid I'm sorry, Riyadh in southern region of Saudi Arabia.
[23:04] So I said to my wife, this job is mine.
[23:06] Some confidence in me said, this job is mine.
[23:09] And I applied for that position.
[23:11] I got an interview.
[23:13] I was put through different tests, including Arabic test.
[23:17] And then I was selected for the position.
[23:20] The salary that company offered at that time was around 8,000.
[23:24] I'm not going into details, because if I talk about all this, it will take more than a day.
[23:29] So they were offering me 8,000 dirham salary and all other perks which I used to get in the distributor organization.
[23:41] But 8,500 dirham salary when they offered, I was already making with the promotion and all that, 10,500 as salary plus housing, ticket, all other perks.
[23:53] And Gillette said, this is your salary, 8,500.
[23:56] I know it is 25% less than what you are making now.
[24:00] But your future in next promotion, you will double your salary.
[24:04] After three years, when you come to the company's payroll, you will make double that salary.
[24:10] And right now, you will go as a distributor, employee, but under our control.
[24:15] We are the one who is going to train you, control you, pay your salary and all that.
[24:20] So again, I am saying 25% less in salary.
[24:24] And also the condition was that I was living with my wife and children in Dubai, a very nice city as you know.
[24:31] And Gillette said, when you go to Saudi Arabia, you will not be able to take your family for the first year.
[24:37] So you have to move your wife and children to Chennai, to India, put them in the school.
[24:42] After one year, you can bring them back.
[24:44] So two disadvantages.
[24:45] One is 25% less salary.
[24:48] Another one is not to live with your family where you have been living with your family all the time.
[24:53] What did I do?
[24:55] I took that opportunity.
[24:57] Why?
[24:58] Because I am looking at the future.
[25:01] Because the future has a lot of potential to grow and make better.
[25:05] So I took that.
[25:06] From these two examples or three examples that I am giving you, the key lesson that I want you to take is that many times in life, you will have to take a tough decision.
[25:17] Okay?
[25:19] It is not easy.
[25:20] 90% of the people again said, are you mad?
[25:23] You are getting a better salary.
[25:24] You are living with a family.
[25:25] Why are you going to a difficult city like Riyadh, where everybody is scarce to go to that place?
[25:31] Because it is so far behind when compared to Dubai.
[25:35] But I took that chance.
[25:36] I struggled through and I progressed from there also.
[25:40] So lesson number one, when you are faced with a challenging decision to be made, ask yourself, are you confident enough?
[25:48] Are you a believer that things will happen positively?
[25:52] Take that decision.
[25:53] Don't listen to the people.
[25:54] Have you heard this song?
[26:05] Have you heard this song?
[26:06] I think the film is Amar Prem, Rajesh Kanna.
[26:10] So listen to your heart, listen to your strength and take those tough decisions.
[26:17] Don't look at the short-term losses that you are going to get.
[26:20] Look at the long-term opportunities that you are going to encounter.
[26:28] Let's go further.
[26:28] Let's go further.
[26:29] Let's go further.
[26:31] My strength is counseling, you know, students and people like you, training, training especially in sales.
[26:41] And I have traveled widely.
[26:43] So my experience that I gained from traveling is very huge.
[26:50] What is my objective today?
[26:50] What is my objective today?
[26:52] Why am I here?
[26:53] Why am I here?
[26:57] I have two parts.
[26:59] Part one, to present you a career that is highly rewarding but least prioritized.
[27:09] Now I am going to ask you questions.
[27:10] I want at least five, ten answers.
[27:13] You are doing MBA.
[27:15] What is your objective in life?
[27:17] What do you want to do?
[27:18] Tell me quickly.
[27:19] Don't smile.
[27:20] Just be bold enough to say what you want in life.
[27:26] Can a mic be passed on?
[27:38] I am looking for a corporate job.
[27:40] Corporate job.
[27:41] You are looking for a corporate job.
[27:43] Next person.
[27:45] Give me five, five answers at least.
[27:46] What do you want to become in life?
[27:47] I want to, I want to become an entrepreneur.
[27:51] Entrepreneur.
[27:52] Entrepreneur.
[27:53] Okay.
[27:53] What is the first step to become an entrepreneur?
[27:56] What is the first step to become an entrepreneur?
[27:59] Make experiences.
[28:01] Close, close.
[28:01] Make experiences.
[28:03] Make experience.
[28:04] How do you make experience?
[28:06] Through working.
[28:07] Through working.
[28:08] Through?
[28:09] Keep the mic closer to your mouth.
[28:10] Through working.
[28:11] Through working.
[28:12] What kind of work you want to take?
[28:15] I want to.
[28:17] Not thought about it yet?
[28:19] That's fine.
[28:19] If you say, if you say, I don't, I have not thought about it.
[28:22] That's fine.
[28:22] This is a learning that you are making.
[28:24] All of you are making the learning now.
[28:27] Next person.
[28:27] I work in a corporate field and to start my career in a corporate field and gain experience, start on business.
[28:37] When you say corporate field, what will be your job that you will be doing?
[28:43] As a staff, under a manager.
[28:46] Under a manager as a staff.
[28:48] Yes.
[28:49] The staff doing what?
[28:50] To assist the manager.
[28:53] In which field?
[28:54] The manager could be a HR manager, it could be a sales manager, it could be a… Marketing field.
[28:58] Marketing field.
[28:59] Okay.
[28:59] Next person.
[29:01] Anybody, anybody who wants to volunteer.
[29:03] See, I want you to be vibrant.
[29:04] You want to succeed in life?
[29:06] Don't sit back and think, let the other person come forward and talk.
[29:10] If I am a manager, I will select the person who is coming out and giving me an answer.
[29:18] I want to become an entrepreneur.
[29:20] What do you mean by an entrepreneur?
[29:23] It's for making a problem solving.
[29:27] An entrepreneur, I want to be a problem solver.
[29:30] Problem solving entrepreneur.
[29:32] What kind of problem?
[29:34] Any problems in managing?
[29:37] Any problem in managing?
[29:39] Yes.
[29:41] Another person, another lady, please.
[29:45] One more man and then a lady, please.
[29:50] I also want to become an entrepreneur in the field of a restaurant or service sector.
[29:57] Keep the mic closer to your mouth.
[29:59] I also want to become an entrepreneur in the field of a restaurant or service sector.
[30:04] In the field of a restaurant?
[30:07] Yes.
[30:07] Okay.
[30:08] One lady behind.
[30:09] Any lady behind?
[30:13] No, no, no.
[30:14] Hold on, hold on.
[30:15] The person who is having the mic.
[30:17] What's your name?
[30:18] What's your name?
[30:20] Sanya.
[30:22] Keep the mic closer.
[30:24] Sanya Bashir.
[30:25] Sanya?
[30:25] Bashir.
[30:26] Sanya Bashir.
[30:27] Why did you join MBA course?
[30:31] To give the mic away to somebody else or to succeed in life?
[30:34] Tell me, tell me the answer.
[30:35] Do you want to succeed in life?
[30:37] Give me an answer.
[30:39] Yes.
[30:40] What do you want to become in life?
[30:42] I want to become an entrepreneur.
[30:44] What?
[30:45] Entrepreneur.
[30:46] Entrepreneur again.
[30:47] Okay.
[30:48] In which field?
[30:50] Business field.
[30:51] Which business?
[30:54] No idea.
[30:57] Fine.
[30:58] I'm done.
[31:01] My job today, I was talking about that.
[31:07] Sales as a career.
[31:09] Normally, when you ask a general, please listen here.
[31:13] When you ask a general graduate student or a person who has just come out of college and looking for a job, their answer is, sorry, if you are asking a student who is doing 10th standard or pre-degree or normal graduation, what do you want to be in life?
[31:32] The standard answer that we get is, I want to be a doctor, I want to be an engineer, I want to be a politician, I want to be a teacher, I want to be an artist, I want to be a DJ.
[31:44] These are the normal answers that you get.
[31:47] I haven't heard a person saying, I want to be a successful salesperson.
[31:52] People say, I want to be a businessman.
[31:54] If you want to be a businessman and if you are not a salesman yourself, then you can't be in business because you don't understand what business is.
[32:03] Every business is there to sell you an idea or a product or a concept, okay?
[32:10] So, sales is an integral part of somebody who wants to be an entrepreneur.
[32:16] So, you need to know how to sell, what is sales, what does it mean?
[32:21] Normal answers, as I told you, is, you know, engineer, lawyer, whatever.
[32:27] So, my objective today is to highlight to you the role of sales in, especially an MBA student.
[32:38] What is the importance of sales in your life?
[32:42] Second part, I want to give a gift for you.
[32:47] The gift is one part of that sales training that I do, one small part, which is very, very important in everybody's life,
[32:55] no matter what their life is all about, whether it's a housewife or a student or a mother or a grandfather, everybody can use this principle and succeed in life.
[33:06] So, this is my gift to you today, in second part.
[33:10] Now, let's continue.
[33:16] I want you, again, see, I'm getting bored, because nobody is showing interest to be very interactive, active.
[33:24] I'm getting bored.
[33:25] So, if you don't want me to get bored and you want me to give you my best, please become active, interactive.
[33:34] I want you to see, each one of you, again, five people, I can't get all 50 to do.
[33:39] Please, you know, you come forward and say, I want to, I want to answer, instead of me asking you, you, you.
[33:47] And I'll see who all are going to succeed in life from that.
[33:50] I want you to see, look around you in this classroom.
[33:55] Name five different products that you are seeing.
[33:59] Five people.
[33:59] Come on.
[34:00] Who is the first one?
[34:03] Did you answer the, understand the question?
[34:06] Whatever you are seeing in this room, five products, five things that you can see.
[34:10] I want each one to give me one product that you are seeing.
[34:15] Yes.
[34:22] Notebook.
[34:23] Okay.
[34:23] Second person.
[34:25] Notebook is something that he is seeing.
[34:28] Second person.
[34:29] Come on.
[34:29] Come on.
[34:30] Be active.
[34:31] What is this?
[34:33] Clock.
[34:34] Very good.
[34:35] Anything else?
[34:36] Chair.
[34:37] Anything else?
[34:37] else? Mic. Very good.
[34:40] Now you're becoming active. Come on, come on, come on, quick. Quartz.
[34:44] Quartz. Watch, watch. Okay. Next.
[34:48] Camera. Next.
[34:51] Fan. Very good. That's enough.
[34:55] Fan, clock, watch, desk, pen, screen, bag, anything. Okay.
[35:02] How did it come here?
[35:04] Or how did it come here?
[35:07] Now I'm not asking what is the use of it.
[35:15] How did it come here? This fan came here. Or this shirt came to me.
[35:24] From sales.
[35:25] Somebody sold it.
[35:27] Somebody bought it.
[35:29] Correct? The management of Safi bought the fans, the chairs and the desk and all that. They put it here.
[35:36] Someone sold them this desk.
[35:39] Right?
[35:40] Maybe they went around and looked at furniture shops and the salesman in the furniture shop sold it to them.
[35:46] Or the salesperson who knew that there is an institute coming they will require desk, fans,
[35:54] whatever.
[35:55] They came and sold it to them.
[35:57] So in everything that you see somebody sold, somebody bought.
[36:02] So the process in between is the sales.
[36:06] Right?
[36:09] I'll go to the next slide.
[36:18] Okay.
[36:19] Did I go one slide more?
[36:22] Okay.
[36:23] Why am I doing this?
[36:24] I want this to be giving back to the society.
[36:28] I lived in this world.
[36:30] I flourished in my job and I gained a lot of experience and if I die
[36:37] I will go with it.
[36:38] But if I share with it with somebody else I get the benefit of sharing.
[36:43] Okay.
[36:44] So giving back to the society even if you if you are you are all MBA students you know what do you mean by CSA?
[36:55] CSA.
[36:57] Every company Malabar Gold they have a CSA program.
[37:04] They pay a certain percentage of their profit for the betterment of the society.
[37:10] Corporate society corporate social responsibility CSR sorry CSR okay CSR is corporate social
[37:17] responsibility.
[37:18] I am not a corporate I am an individual it is my ISR individual social responsibility I am giving back to the society
[37:26] to a student of an institute which I took active part in bringing this institute up
[37:33] one small part one brick probably my contribution could be one brick in this entire campus but I did
[37:41] contribute and I am selecting that institution as my first ISR program
[37:48] giving back to the society my interest
[37:55] in society that's what I just said that I was one of the founding contributors Sadaqa Jariya I know the Muslim
[38:03] students here will understand what Sadaqa Jariya is can anybody explain what Sadaqa Jariya is who can explain Sadaqa Jariya
[38:10] maybe I will ask
[38:18] Mr.
[38:20] Sadeqa Jariya to explain what Sadaqa Jariya is please give him the mic Sadaqa Jariya
[38:27] Sadaqa Jariya is an Islamic concept where you donate money or something else like properties something like that
[38:35] which will exist forever even after your death Jariya something means which is continuing continuing even after your death that will be
[38:42] continuing so its benefit you will be getting even after your death that is Sadaqa Jariya I will explain a little bit further on that
[38:50] Sadaqa Jariya is something what you leave behind that will continuously benefit someone or something
[38:57] that will give you a reward in the akhira in the other world ok so if I am sharing my knowledge with
[39:04] you and you take it up even one of you take it up and practice in your life and succeed I get a reward for it
[39:11] so that is one of the reason why I am doing this ok as I do this I am also
[39:20] sharpening my skill of presenting educating training interacting so it is a practice that
[39:28] makes things perfect right so I am doing this for that purpose as well so if I
[39:36] tomorrow I have to apply to an institution or a company or a large corporation that I want to do training for your children or for your staff
[39:43] in my CV I can say I have done this session for an institution like
[39:50] SAFI so that is one of the objective through which I hope
[39:57] to get future assignments so I have
[40:06] asked this question most of you told me that you want to be an entrepreneur but nobody has an idea of what
[40:15] an entrepreneur is how do you want to get there what kind of business you want to be in what kind of job that you
[40:22] want to get into okay how do you progress from that to become an entrepreneur nobody
[40:29] knows nobody everybody is blank like me I was as a student I did not know anything when I went to Dubai I don't know which
[40:36] job to apply I applied and got a job finally as claims clerk in a shipping company popular
[40:45] careers we talked about it medicine engineering law teaching etc did it
[40:54] go back so sales is a continuous process every minute everywhere
[41:02] in the world somebody is selling somebody is buying yes or no okay if you go to the market now you will
[41:09] see somebody buying halwa somebody buying shirt somebody buying car every minute is happening so if it is
[41:16] a continuous process everywhere in every world in every corner and in every type of products and services
[41:23] why can't you look at that as an opportunity becoming an entrepreneur
[41:30] and working under a manager to assist him and whatever you should have an objective in mind as to
[41:38] where you want to get we will talk about it a little bit later selling can be that of a product yes or no
[41:45] fan is a product isn't it what else can be sold other
[41:53] than products what else can be sold I can't hear so
[42:01] many people talking at the same time give a mic they say services yes very good a
[42:09] product can be a car can be a flat can be a soap anything a services can
[42:16] you give me an example for a service selling a service any any service teaching teaching yeah
[42:24] what about laundry what about car wash these are
[42:32] all services that you are selling not a product but a service you can sell an idea also you can sell a
[42:39] service you can sell an idea you can sell an event what's an event suppose
[42:48] this event that I am doing now the training if I had to sell this okay to approach the management
[42:55] and say I am good at this I want to sell this this is [fee mentioned]
[43:07] so you are getting that benefit now free of charge as my ISR not CSR okay you can
[43:14] sell an event you can sell a concept also okay let's talk about a concept somebody sold the idea of
[43:21] digital payment system to the Indian government now you have GPAY MPAY whatever it's a concept that came
[43:29] into being any
[43:39] questions so far yes I think I will come down
[43:47] and make it more lively any questions so far no questions come on wake up
[43:54] wake up wake up wake up some question any question from whatever I have said give me
[44:01] give me concepts selling of a concept anything else a concept an idea selling of
[44:08] an idea think of an idea that you can sell believe me
[44:21] in my corporate life life I have done thousands of interviews interviewing candidates
[44:29] like you for the job and I must say 90% of them fail because they
[44:36] don't talk they don't think they are not vibrant just because of that they may have the capability to do
[44:43] the job but when it comes to interacting and talking to the person who is interviewing them zero that's what I am seeing
[44:50] here in this room now you want to succeed in life be outspoken be active
[44:57] just saying an MBA
[45:04] I have interviewed a lot of MBAs also by the way I did not do any MBA I interviewed a lot of
[45:10] MBAs zero so that's one of the reason why I said I will come and do this so that at
[45:18] least you think differently you act differently and you progress in life in a better way now
[45:26] let's go to the next one every business think of any business there
[45:34] are there needs to be a sales person business is what making money how do you make money either
[45:41] you sell a service or a product or a concept or whatever so you need somebody to sell
[45:46] it could be sometimes a one man show okay just one person doing let's say the laundry the
[45:54] ironing okay one ironing man doing the ironing but if he goes to every house and says I
[46:00] will press your shirt I will press your blouse or whatever he is doing the selling of his
[46:06] service isn't it so any business you think of all these people who said I want to be working in a corporate you have to understand that corporate
[46:14] is existing because they are selling either a product or a service or even a concept and they need people to increase
[46:22] their business and increasing their business requires selling skills okay why you think of a sales career because
[46:30] every business needs it no company survives of its customers so sales skills are valued in every industry sales skills is
[46:38] one big what you call attribute that can fetch you a job quicker skills that
[46:48] travel communication, persuasion, resilience help in any job or business and this is what I am talking about
[46:56] resilience you are not resilient enough today I have seen that how can we change
[47:04] if you don't change now in this classroom we are not going to change tomorrow tomorrow so I want more actions, interactions
[47:11] coming up growth that you can see
[47:19] I will tell you that now think of yourself think of yourself as an accounts clerk
[47:27] think of you as the best accounts person
[47:53] okay okay but if the account manager or the chief accountant doesn't like you he can keep you in that job
[48:00] for a long time or he can always possibly get you out of the job also right
[48:08] any job in that categories okay it depends on the supervisor or the manager that you are reporting to
[48:15] your progress depends on but in sales job your sales figures the numbers that you bring
[48:22] as sales value or sales number of products that you sold that will talk louder than
[48:30] your manager or your chief accountant or anybody what I am trying to say for example you are working in a let's say a company
[48:38] car company you are a car salesman you are selling 10 cars a month and your colleague
[48:46] is selling 5 cars a month another guy is selling 3 cars a month who is likely to get the promotion the guy who is selling 10
[48:55] because you can't suppress that that's a figure they are showing this guy has sold 10 cars how can you promote somebody who sold 2 cars
[49:02] just because he is your uncle's son you can't do it so this is results are measurable so strong
[49:10] that nobody can put you down your numbers will speak if you don't get the promotion or the progress
[49:17] that you are seeking in this company there will always be another company who knows your strength and will take you there for a better pay
[49:24] so your selling skills is your biggest tool to progress in life a sales experience
[49:36] leads to management of the business and leadership and finally entrepreneurship so if you want to be an entrepreneur most of you said I want to be an entrepreneur
[49:44] start with sales that's your best route I am not saying an accountant will not become a businessman or a typist
[49:52] will not become a businessman but your sure short route to entrepreneurship is starting at sales
[50:00] it will be much faster if you are good in it if you are not good in any job it is the same correct or not I want to now
[50:15] give you a story and for going to that story I will just bring this part up resilience what is resilience
[50:23] can somebody say an example resilience what is resilience come on
[50:32] you are you are MBA students what is resilience nobody knows
[50:51] resilience give the mic give the mic
[50:58] persistence the answer
[51:06] is already there it is there and I am asking you the question nobody wants to answer hear no for or often
[51:13] keep going that is your persistence to go after this and I will give you a story from my life when I left
[51:20] Ittasalat and joined the van sales operation initially I was selling chocolates I wanted to bring
[51:28] that chocolates but I couldn't get the time to go and buy it Mars Twix Snickers Bounty M&M's
[51:36] Snickers Skittles these were chocolates produced by the company called Mars ok we were selling that as a van salesman
[51:44] as a van salesman I was supposed to go to 25 different shops we call it
[51:51] groceries in Dubai small shops not the big supermarkets I am supposed to go to each shop present to
[51:58] them the range of products that I am carrying on the van make them buy ok listen to the story carefully because this
[52:05] is a good learning for you 28 dirhams was one box of chocolate at that time
[52:12] 28 dirhams 24 chocolates they sell it for 1.5 dirhams and they make 36 dirhams in sales so their profit
[52:20] is 8% ok 8 out of 36 is what percentage around 20 20% 25% now
[52:27] when we go to the store and sell them the product we don't sell it at 28 we sell it at 30 because
[52:35] the wholesale has to sell the box at 30 because they are buying it at 28 their profit is only 2 dirhams
[52:42] wholesale business the van salesman is going and distributing this product to the groceries why because the grocery
[52:50] person may go to a wholesaler and buy only two products Twix and Mars which is the
[52:58] best selling product they may not buy Skittles or M&Ms which are low selling so the
[53:05] company's objective is to sell across all the range of products so we are supposed to go to the groceries and push these products into the
[53:12] store and show them that it also sells when you make it available for the customer to buy so we
[53:20] we were supposed to go to 25 to 28 stores in a day and I used to go to one particular store
[53:27] in Dubai airport a Malayali owner most of the owners are Malayalis at that time I will tell
[53:35] him look buy this bounty one box bounty at least because he doesn't have any of our chocolate so I said sell buy one
[53:42] box of bounty this is a fast selling you will sell it within a week his reply was you are selling it to me at
[53:49] 30 dirhams whereas I can get this at 28 dirhams in wholesaler I asked
[53:56] him why didn't you buy it I will buy it next time ok every month I am supposed to go to
[54:03] each grocery twice it is two cycles in a month so in five
[54:11] months every time I go there he doesn't have bounty every time he says this is cheaper
[54:18] in the wholesaler and our answer to that was that you buy a bounty from us at 30 dirhams ok
[54:25] we give you one extra chocolate bar free which means you are making that 1.5 dirham loss in profit you are making there but still
[54:32] they wouldn't buy and then I would say you go to the wholesaler you have to buy the product put it in a hot
[54:39] car and then bring it by that time the chocolate will melt
[54:44] van where the chocolate is in good condition so you are selling out will be faster because it's a fresher product all
[54:50] this didn't work with him 6 months 12 visits he didn't buy on the
[54:57] 12th visit he asked me a question don't you have a shame I have been telling you for
[55:03] 6 months that I don't want to buy it cheaper in the market why do you come again
[55:08] I told him my job is to come and present this to you every time I come my
[55:14] job my salary is paid for doing this effort not only for selling
[55:25] that I had because I had the resilience to go back and try again and again in
[55:32] sales training we tell the salesman go and present your product talk to the guy there
[55:39] is a time limit a call should not be more than 20 minutes or 15 minutes if he
[55:45] doesn't buy always remember there is a next time for this guy and there is another person who
[55:51] is waiting to buy from you so don't waste too much time on one person but be resilient
[55:55] to go back and try again and again and again so you will succeed integrity
[56:05] once a salesman sells a product and sells in the right way the trust
[56:12] in you is built your integrity is I see people looking
[56:20] at something else not concentrating here wasting your time and my time if you are not interested you
[56:26] can leave if you are interested listen to this live experiences that gives you success in life okay
[56:34] so trust is built between a salesperson and a customer because a salesperson normally
[56:42] should be talking only the truth giving the right product product that is beneficial to both you the
[56:49] seller and the buyer the customer curiosity ask questions and
[56:56] understand customer ready this is another part of sales training when a child is born okay
[57:03] when a child is born and it is in the age of crawling what what what does the child do grab
[57:18] things bite it smell it touch it they are learning they are curious about what is around them
[57:25] okay that curiosity dies as you progress in life it shouldn't your
[57:32] curiosity should be there so in sales your curiosity should be to understand the other person's
[57:39] requirement needs wants what do they actually require what do they want you know again
[57:46] if I go into details there are lot of things to talk about I will restrict it because we have time set what is the time now 3 o'clock
[57:56] I want to finish this by four o'clock at least. So curiosity is something that is required for you to understand
[58:05] your customer. Understand your customer means understanding his needs, understanding his wants, what is he actually looking for, what are his pain points, all that has to be understood.
[58:19] Self-discipline, plan your day and follow up. This is again, we will come back to it later. When you, when you are, when I am a salesman, I have to think in the morning
[58:29] before going out of the house, before driving the van, which area am I going, what route I am taking, how many shops are there. Okay, I plan all this and then start. You go without
[58:40] planning, you will be lost. So it's a discipline. Nobody's, you know, a salesperson is different
[58:48] in a way, I'll tell you. In an office when people are sitting and working at the desk, there's a supervisor or an accountant who's supervising or overseeing the piece. So you're
[58:58] always under the watch. But when a salesman leaves the office, he's on his own. Nobody's watching him. Nobody's behind him, breathing down his shoulders. So you have your self-discipline
[59:13] to do that visit to make that effort to sell that product. Okay. That is the successful salesman.
[59:23] Listening, again, understanding, understanding the customer's need or wants. What do you
[59:30] need to have is first the listening skills. The communication skills, when you talk about communication skills, first thing that you need is listening skills. Because if you don't
[59:41] listen, you can't understand what his problems are, what his needs are, and you cannot present
[59:48] to him or speak to him in the right way. So listening skills are important. That is developed during a success, I mean, during the sales course. You get the drive to go behind your targets, your goals.
[1:00:04] We'll talk about the second subject is goals. We'll talk about it in detail in that.
[1:00:13] I have put in the skills required for him to be a successful salesperson, goal setting as the first one. It's one of the one, but I put goal setting as the first one because I'll be talking about it in my part two.
[1:00:28] You need to have communication skills, how to talk to people. And a communication skill is a big subject by itself, so I will not go into details.
[1:00:37] You need, in the communication skills, listening is the first part I told you just now. OVT is actually the process of communication, obtain, verify, and then transmit.
[1:00:53] When you're talking to a person, first of all, you're listening to him. That means you're obtaining information.
[1:01:00] Then you're obtaining information, what you understand may be different from what he meant.
[1:01:07] For example, Colonel told me, come to the main building, okay? And I know this is where the event is happening.
[1:01:17] So I assumed that the main building should be the building where the event is happening.
[1:01:22] He meant the main building itself. So unless I confirm with him, we're talking about the main building where the, you know, original Safi was there.
[1:01:33] Yes, he said yes. So I obtained the information, I verified it.
[1:01:36] Then I drove to the correct building, that is transmitting or taking action on it.
[1:01:42] So in every communication, when you listen to something, we'll do a small exercise if time permits.
[1:01:47] When you listen to something, make sure what you understood is what he meant.
[1:01:53] Then there is less confusion.
[1:02:00] Persuasive selling skills.
[1:02:01] Persuasive selling skills.
[1:02:02] Can anybody explain what it means?
[1:02:09] Persuasive selling skills.
[1:02:13] What is, what is the meaning of to be persuasive?
[1:02:29] This is my bag.
[1:02:29] This is my bag.
[1:02:30] I want to sell it to you.
[1:02:32] Only 200 rupees.
[1:02:34] Will you buy?
[1:02:38] Why?
[1:02:42] But if I go to her and say, what's your name?
[1:02:50] Maryam.
[1:02:50] Maryam.
[1:02:53] Very good.
[1:02:54] Mohsina is Haseen.
[1:02:56] Mohsina, you're going to be a salesperson in the company you have applied for.
[1:03:01] You need to carry your catalog.
[1:03:03] You need to carry your bag.
[1:03:04] I'm sorry, samples.
[1:03:06] And you need to carry probably your iPad or computer.
[1:03:10] This is a bag that is manufactured in America.
[1:03:13] I got it from my son from America.
[1:03:15] It has got many folders where you can keep things.
[1:03:20] You can keep your charger, everything.
[1:03:22] And you will require this.
[1:03:24] And I'm giving it to you at a very good offer.
[1:03:26] 200 rupees only.
[1:03:28] The likelihood of she buying there after that, okay, is then, it is much higher than, I'm just
[1:03:35] telling her this is 200 rupees.
[1:03:36] Will you buy it?
[1:03:38] Yes or no?
[1:03:40] You are persuading her to take a decision based on the benefits she goes to get or the need that she has, okay?
[1:03:48] Again, this is a big subject, one day, full day course.
[1:03:53] I'm not going to go into details in that.
[1:03:56] Product knowledge, very, very important.
[1:04:00] If you do not know your product, not only your product, you should also know about your competitive product, the product that, similar product that is selling in the market.
[1:04:10] Suppose you are selling a bike, Honda's Activa scooter, you need to know what Bajaj is doing,
[1:04:17] what Bajaj product Bajaj has, what are the features and benefits, what is other Suzuki has, everything you should know.
[1:04:25] And more importantly, you should know your product, how it is different or better than the other products.
[1:04:30] If you do not know that, you will not go and sell the product as successfully as it would be otherwise.
[1:04:38] So product knowledge is a skill that requires for the best salesman.
[1:04:44] This again, everything is a day's explanation, features and benefits.
[1:04:49] What's the features and benefits?
[1:04:50] Can anybody say?
[1:04:52] Features and benefits.
[1:05:09] What the product can do for you?
[1:05:10] What the product can do for you?
[1:05:11] Excellent.
[1:05:12] This is the first time I am getting one person giving the right answer.
[1:05:17] Features are characteristic of a product.
[1:05:21] Okay.
[1:05:22] Benefits are what that characteristic can give the user or the buyer, what kind of benefits they can, he can derive from there.
[1:05:32] So you should know not only your product knowledge, you should know how to convert each feature of that product into a benefit.
[1:05:43] Objection handling, very important skill.
[1:05:45] When I said first, buy this bag for 200 rupees to Mahasina, she said no.
[1:05:52] She said no, for what reason?
[1:05:53] I do not know.
[1:05:55] She objected to my proposal.
[1:05:57] So if you are getting an objection, how to handle it?
[1:06:02] Is that a real objection or a false objection?
[1:06:06] If it is a false objection, how do I get to know the real objection?
[1:06:09] And if I got the real objections, maybe one, two or three, how do I handle that objection to make a sale, to get a result?
[1:06:17] That's again a skill that you need to learn to be a successful salesperson.
[1:06:23] Real and false objection, what if?
[1:06:25] That's an again detailed subject, won't go into detail on that.
[1:06:32] Prioritizing is another skill that a salesperson should have.
[1:06:39] For example, as a van salesman selling 12 different chocolates on the van, if I am going to sell
[1:06:50] for the first time to this Rashidiya grocery, an M&M box of my M&M's, okay, I am not prioritizing
[1:06:58] because M&M's sells less compared to Bounty.
[1:07:04] Of all the chocolate range, Bounty is one of the best seller.
[1:07:07] So my idea of getting Bounty into that store is that he will sell it out faster and he will give me an order next time and slowly I can bring him to store Mars, Snickers and then finally
[1:07:20] M&M's also.
[1:07:21] So I am prioritizing what I should sell to them so that it gives me long term benefits.
[1:07:29] Closing a sale.
[1:07:31] That is another important skill.
[1:07:34] How to close a sale?
[1:07:38] What do you mean by closing a sale?
[1:07:40] I am presenting 15 different products, let's say.
[1:07:44] And he is thinking, then I am saying, okay, fine, you don't buy all 15, the five fast moving range I am going to give it to you, one box each.
[1:07:54] That is a closing skill which is giving a lesser, you know, objection, option.
[1:08:05] If I tell him, buy all 15, he is thinking of the money that is going to be blocked, how much he is going to sell, what he is going to sell, what he is going to sell, what he is not
[1:08:12] going to sell, all that confusion is gone.
[1:08:15] I am saying, buy the five fast selling chocolates and he might say yes to that, then asking for him to buy all 15.
[1:08:24] So there is an alternative closing skill, positive skills are, I am giving you two box only today.
[1:08:32] Okay, just pay me 60 therums and that's it.
[1:08:34] So he finds it easy to pay the 60 therums and agree to two box.
[1:08:38] That's another way of getting an entry into that store.
[1:08:41] I am giving these examples from my own life.
[1:08:44] There are, for any kind of sales I can give you examples but not today.
[1:08:51] Potential earning, this I took it from the internet.
[1:08:55] I asked chat GPT what are the scale of, because I don't have any experience of scale of pay in India right now.
[1:09:02] But they are saying 3 to 5 lakhs per annum for a typical fresher, 3 to 5 lakhs.
[1:09:10] And let's take 4 lakhs as an example.
[1:09:13] So you are likely to get a job of 35 to 40,000 rupees per month for a starting career of a sales
[1:09:20] person, this thing.
[1:09:22] If it's a median managers, it's 8 to 10 lakhs per annum.
[1:09:25] And if you progress it to the next level, you are making almost 2 lakhs per month in a sales job.
[1:09:31] If you are good at sales, okay?
[1:09:33] Now let's look at Gulf.
[1:09:35] This I can say, monthly pay, yeah, 3,000 to 7,000.
[1:09:42] 7,000 dirhams is actually nearly 2 lakhs, okay?
[1:09:46] And if you go to the sales manager level, you are making 22,000 dirhams average.
[1:09:52] But I know people who are making 100,000 also per month in sales commission.
[1:09:58] 100,000 a month, that's how much.
[1:10:01] 25 lakhs.
[1:10:04] So the pay is good.
[1:10:07] This is worldwide figures, again, provided by internet.
[1:10:12] So sales is a very rewarding job.
[1:10:15] And I am sure being a MBA student, you will not go into becoming a pilot or an accountant or a, I don't know, some other profession.
[1:10:27] You all want to be in a corporate environment, growing into a managerial level and then progressing into an entrepreneur later on in life, right?
[1:10:38] So consider sales as an option to start with.
[1:10:41] Instead of going and saying, I will work under a manager assisting him and then grow my app, your fastest route is to become a salesman in a company that rewards the salespeople very well.
[1:10:52] But you have to have skills, keeping quiet and this won't work.
[1:10:59] You have to be active.
[1:11:01] I will take a break, a little bit of break, a glass of water.
[1:11:07] I am going into part two, which is my gift to you today.
[1:11:12] You can take a break if somebody wants to go to the toilet, you will take a five minutes break.
[1:11:16] Just get up, move, so that you are not sleeping.
[1:11:19] I hate to do sessions in the afternoon because everybody has had a full lunch and then they want to sleep.
[1:11:26] They are not fresh like in the morning.
[1:11:29] Okay.
[1:11:29] Football is the match.
[1:11:31] Football is the match.
[1:11:33] Football is the match.
[1:11:35] Football is the match.
[1:11:37] Football is the game.
[1:11:39] Football is the game.
[1:11:41] Football is the match.
[1:11:43] Football is the match.
[1:11:45] Football is the match.
[1:11:47] Football is the match.
[1:11:49] Football is the match.
[1:11:51] Two teams.
[1:11:53] How many?
[1:11:55] How many?
[1:11:57] What's the match?
[1:11:59] How many?
[1:12:01] How many?
[1:12:03] Goal.
[1:12:05] Goal.
[1:12:07] How many?
[1:12:09] Seven Habits of Highly Effective People.
[1:12:15] By Stephen Covey.
[1:12:17] Millions of copies of this book was sold.
[1:12:23] It was translated into a lot of languages.
[1:12:25] Unfortunately, I was told that you have a bus that leaving at 3:30 and you let go.
[1:12:29] So this session, which will take more than two hours, I have to reduce it to 15 minutes.
[1:12:35] Pay attention.
[1:12:36] I'm going to run through quickly.
[1:12:37] But take the learning from here.
[1:12:41] I'll skip this because I don't have time for this.
[1:12:49] I'll just go to this.
[1:12:51] Put the seven principles, seven key habits, those all those successful people had.
[1:12:56] He has listed them.
[1:12:58] And one of them is goal setting.
[1:13:03] We go through three different stages in life.
[1:13:05] Dependence, independence, interdependence.
[1:13:07] Again, I'm not able to go through in detail because of the lack of time.
[1:13:11] So I'll go to the meat of this thing.
[1:13:13] Begin with the end in mind.
[1:13:16] One of this key learning that he gives.
[1:13:18] Define your life mission, core values and the mental picture of where you want to go before you are going there.
[1:13:25] So you have to set your goals in life.
[1:13:29] In other words, set your goals in life.
[1:13:31] This is what he meant in this book.
[1:13:34] And we'll go into this.
[1:13:35] This is football ground, right?
[1:13:37] You see goal post and a ground.
[1:13:39] And now you see people playing.
[1:13:40] Two teams playing.
[1:13:41] Eleven people on each side.
[1:13:43] A ball.
[1:13:44] Each team's objective is to put the goal into other person's goal post.
[1:13:48] Correct or not?
[1:13:49] Okay.
[1:13:50] Now let's assume that we remove the goal post.
[1:13:53] And ask them to play.
[1:13:55] What happens?
[1:14:00] Come on.
[1:14:01] Give answer quick.
[1:14:02] You don't have time.
[1:14:03] Give some answer.
[1:14:04] If I remove the two goal post and ask the team to play.
[1:14:08] What will happen?
[1:14:10] They don't have a target.
[1:14:12] They don't know what.
[1:14:13] They'll be just running around and tiring themselves without any sense of achievement.
[1:14:17] Same like in your life.
[1:14:20] Okay.
[1:14:21] You should have goals or goal post.
[1:14:24] I would call it.
[1:14:25] Set your goals.
[1:14:27] There are three types of goals.
[1:14:29] Lifetime goal.
[1:14:32] Long term goals.
[1:14:34] And short term goals.
[1:14:35] Okay.
[1:14:36] What's your lifetime goal?
[1:14:37] I want three persons give your lifetime goal.
[1:14:40] You.
[1:14:41] What is your lifetime goal?
[1:14:42] In all, in all your life something that you want achieve.
[1:14:47] Quickly, quickly.
[1:14:48] Sometime.
[1:14:49] Happy to live.
[1:14:50] Happy to live.
[1:14:51] Happy to live.
[1:14:52] Happy to live.
[1:14:53] Happy to live.
[1:14:54] Happy to live.
[1:14:55] Happy to live.
[1:14:56] Sorry?
[1:14:57] I want to become happy in life.
[1:14:58] Happy in life.
[1:14:59] Okay.
[1:15:00] Next one.
[1:15:01] Anybody, anybody, volunteer, volunteer that I want to give a goal in my life.
[1:15:04] I want to travel maximum all around the world and make my parents proud and happy.
[1:15:11] Maximum travel and make parents proud.
[1:15:13] I want one of the girls give you a lifetime goal.
[1:15:16] One of the girls.
[1:15:18] Come on.
[1:15:19] Come on.
[1:15:20] Come forward.
[1:15:21] Who wants to give?
[1:15:22] No, no, no.
[1:15:23] The one you are holding.
[1:15:27] You tell me what is your lifetime goal.
[1:15:29] What is your life goal?
[1:15:30] What is your life goal?
[1:15:31] What is your life goal?
[1:15:32] What is your life goal?
[1:15:34] What is your life goal?
[1:15:38] Be a good person.
[1:15:39] Be a good person.
[1:15:40] Be a good person.
[1:15:41] Be a good person.
[1:15:42] Be happy.
[1:15:43] Be happy.
[1:15:43] Be happy.
[1:15:44] Now, if I ask question, how do you be happy and go into details, the time doesn't permit me.
[1:16:01] But every other person who is a believer, his lifetime goal should be to enter into heaven in the next life.
[1:16:11] In the Islamic world, we say my lifetime goal is nothing less than General Tal Firdaus.
[1:16:16] Yes or no?
[1:16:17] Yes.
[1:16:18] Those who are believers, they want to end up in the right place.
[1:16:21] Lifetime goal will be giving it a purpose in life.
[1:16:32] Okay?
[1:16:33] I will go fast because I am not doing justice.
[1:16:37] This lifetime goal will give you a compass.
[1:16:44] For example, if your lifetime goal is to enter into heaven, will you do anything that will keep you away from heaven?
[1:16:51] Like lying, backstabbing, cheating, murder, anything bad.
[1:16:57] Anything bad.
[1:16:58] You will say, if my goal is Janna or heaven, no, I shouldn't be doing this.
[1:17:02] I shouldn't be doing this.
[1:17:03] So, it gives you a direction, a compass in your life.
[1:17:06] Lifetime goal.
[1:17:07] Lifetime goal.
[1:17:08] Okay?
[1:17:09] Somebody wants to be happy.
[1:17:10] Yellow shirt.
[1:17:11] What's your name?
[1:17:12] Yellow shirt.
[1:17:13] What's your name?
[1:17:14] Vishnu.
[1:17:15] If you want to be happy in life, you will not do anything that makes others unhappy.
[1:17:21] Correct or not?
[1:17:22] Okay?
[1:17:23] That gives you a direction in life.
[1:17:25] Your lifetime goal.
[1:17:26] Your lifetime goal should be rewritten.
[1:17:29] That I want to be happy in life and I want everyone who interacts with me to be happy also.
[1:17:35] Only then you can be happy, right?
[1:17:37] So, it gives you a direction.
[1:17:38] Sorry, I'm going backwards.
[1:17:43] Now, learn this.
[1:17:47] Your goal should be smart.
[1:17:49] Now, please, this is one of the most important lesson you will take from the entire course that you are doing in this 20 minutes.
[1:17:57] Okay?
[1:17:58] This was not taught to me in school or college.
[1:18:01] I learned it from big companies like PNG.
[1:18:04] Okay?
[1:18:05] Setting goals should be smart.
[1:18:08] What is smart means?
[1:18:09] And I'll explain that if time permits.
[1:18:11] S means specific.
[1:18:14] Somebody who says, I want to be an entrepreneur.
[1:18:16] He only said, I want to be an entrepreneur.
[1:18:18] He never said, I want to be a businessman selling mobile phones in Calicut, on SM Street, investing 10 lakhs by the year 2030.
[1:18:31] This is more specific than saying, I want to be an entrepreneur.
[1:18:34] Because if you set a specific goal, then you will be able to work towards it faster.
[1:18:40] Better.
[1:18:41] If you just say, I want to be an entrepreneur, it's not going to work.
[1:18:45] Second, it should be measurable.
[1:18:47] Every step that you want to take towards achieving that goal should be measurable.
[1:18:51] So, if you say, for example, I'm going to invest 10 lakhs by 2030.
[1:18:57] I have four years more.
[1:18:59] That means, each year, I should save 2.5 lakhs in order to invest that 10 lakhs.
[1:19:05] So, in order to make 2.5 lakhs a year, I should save at least 40,000.
[1:19:10] No.
[1:19:11] 22,000 rupees per month.
[1:19:13] So, I should get a job that should pay me enough to run my life and to save 22,000.
[1:19:20] So, you have a structure that you are getting.
[1:19:23] If your goal is smart, specific and you can measure that.
[1:19:28] Am I getting that 22,000 every month?
[1:19:30] You can measure it.
[1:19:31] It should be achievable.
[1:19:34] If somebody says, I want to be an entrepreneur by 2030, by investing 30 crores.
[1:19:40] Is it an achievable goal within your means and situations you are in?
[1:19:47] If it is not, then don't set an unachievable goal.
[1:19:51] Set a goal that is achievable, but yet challenging.
[1:19:56] Realistic, but challenging.
[1:19:58] Okay.
[1:19:59] This is called smart goal setting.
[1:20:05] I don't have time for this because you have to leave by 3:30.
[1:20:10] What I want you to do at home, list down one lifetime goal.
[1:20:17] List down three long-term goals.
[1:20:19] What you are going to achieve in three years, five years, ten years.
[1:20:22] It could be somebody like, you know, Mahasana.
[1:20:25] I am just giving an example.
[1:20:26] Don't take it bad.
[1:20:27] Don't take it bad.
[1:20:28] I want to get married by the age 25 or 22.
[1:20:32] That could be a goal.
[1:20:33] But list down three short-term goals, three to five years.
[1:20:37] List down one lifetime goal.
[1:20:39] And then list down at least five short-term goals.
[1:20:42] Short-term goals could be what you are going to do tomorrow.
[1:20:46] Or this week, what you are going to do.
[1:20:47] Or this month, what I want to achieve.
[1:20:49] Or this year, I want to achieve this.
[1:20:51] So five of them, you list it down.
[1:20:54] And then you check whether it is smart goals or not.
[1:20:59] Okay.
[1:21:00] Are they specific or generic?
[1:21:03] Are they measurable?
[1:21:04] How will you measure it?
[1:21:05] Are these easily achievable or challenging?
[1:21:09] And hope they are realistic and compatible.
[1:21:11] This is your homework.
[1:21:12] Do it.
[1:21:12] If you practice doing it for everything in life, you will succeed faster, better, more professional.
[1:21:23] Your short-term goals should align with your long-term goals.
[1:21:36] Your long-term goals should align with your lifetime goal.
[1:21:40] For example, I will just give you an example.
[1:21:42] All goals should be written down and reviewed from time to time.
[1:21:47] These are goals.
[1:21:48] Writing the goals are not like Quran or Gita that you can't change it.
[1:21:52] If required.
[1:21:53] Okay.
[1:21:54] But if you keep on changing it, then you are not setting the real goals.
[1:22:00] Modify them or change them if found necessary.
[1:22:05] Post goals on your work desk.
[1:22:08] If you have a work desk at home, study desk, put your goals in front of you.
[1:22:13] Or if you are in an office, put it in your office table or a kitchen fridge or something.
[1:22:20] When you achieve each goal, whether it's a short-term goal or a long-term goal, reward yourself.
[1:22:25] Okay.
[1:22:26] I have done this.
[1:22:27] I have completed this task.
[1:22:28] I am going to have an ice cream or a falu.
[1:22:31] Or I am going to go for a movie with a friend.
[1:22:34] Reward yourself for achieving goals.
[1:22:36] That will motivate you to set more goals and achieve more goals.
[1:22:42] As we wind up.
[1:22:43] Time pressure.
[1:22:44] Review at home before this weekend all your goals.
[1:22:49] Share it with someone close to your dad or siblings or friend so that they will help you follow it up.
[1:22:56] If you do it yourself and don't tell anybody, then you should be so motivated.
[1:23:01] motivated that you should follow through and review it and all that. Otherwise, seek help from one that
[1:23:09] you trust, one that is available for you.
[1:23:13] Share with me on either Whatsapp or email what your goals are.
[1:23:17] That will give me the happiness that all of you, if not all of you, some of you or most of you are
[1:23:25] following this. Unfortunately, I am feeling very sad that I can't spend enough time in this subject.
[1:23:34] Your best gift to me would be your sharing and accomplishment. Not only writing the goals but you write to me
[1:23:42] let's say by the end of the month, I put this goal for this month and this is what I have achieved. I will feel very happy. That will be your best gift to
[1:23:50] me for this session.
[1:23:53] Please fill in there is a feedback form.
[1:23:56] I think your boss or teacher or manager will be sending you this form. I have a printed copy
[1:24:04] but it is also shared to the manager.
[1:24:08] So, they will be circulating that.
[1:24:10] Fill the form and send it to me.
[1:24:12] Okay.
[1:24:14] That is the form.
[1:24:17] Your name, your Whatsapp number, your class division and your email address and overall how the event was and all that.
[1:24:24] You can read that.
[1:24:26] Because I don't want you to miss your bus.
[1:24:29] Look for sales roles.
[1:24:30] The next step, those who are becoming or want to become an entrepreneur, businessman, etc.
[1:24:36] Look for sales roles in structured company.
[1:24:39] Ask about pay mix, quota, growth plan.
[1:24:42] Find a mentor who sells for a living.
[1:24:45] Somebody who can guide you throughout.
[1:24:47] That's my email ID.
[1:24:48] That's my Whatsapp number.
[1:24:50] And thank you very much.
[1:24:52] Mahasalaam.