Full Transcript
https://www.youtube.com/watch?v=NwU1KvqsBDU
Translation: en
[00:02] Now the other layer is selling, okay.
[00:07] Now the other layer is selling, okay. In selling, what in selling, the most...
[00:11] In selling, what in selling, the most important rule is that
[00:16] The important rule is that sales is a numbers game.
[00:18] Sales is a numbers game, we...
[00:19] We, okay, we mean...
[00:23] Okay, we mean your sales effort, whether it's direct...
[00:26] Your sales effort, whether you are talking directly to the customer or your team...
[00:28] You are talking to the customer or your team is talking to the customer, whether it's...
[00:29] Talking to the customer, whether it's digital reach, that you are bombarding...
[00:33] Digital reach, that you are bombarding the market with performance marketing...
[00:34] Market with performance marketing ads, whether it's a distributor dealer network...
[00:38] Ads, whether it's a distributor dealer network, that in every nook, street, region, your channel...
[00:41] Partners are there, or a franchise...
[00:45] Partners or a franchise, sales...
[00:47] Sales is a game that...
[00:50] Is a game that has the most...
[00:53] Whose most repetitive effort is selling, theirs is the most...
[00:56] Repetitive effort is selling, theirs is the most success. Now many brands or...
[01:00] Most success. Now many brands or businesses, many businesses, this...
[01:04] Businesses, many businesses are afraid of this turbo mode of selling.
[01:07] They are afraid of the turbo mode of selling.
[01:09] They think that our reputation will be ruined if we sell so much.
[01:14] Some people stop marketing, thinking that
[01:16] Some people stop marketing, thinking that if the customer needs it, they will come.
[01:18] Now, if the customer needs it, they will come.
[01:19] You do marketing to establish
[01:21] You do marketing to establish credibility, to build reach.
[01:24] Follow through aggressively with some kind of sales method.
[01:29] Now, what is the fear of sales? It is what will people
[01:32] Now, what is the fear of sales? It is what will people think about us.
[01:34] Think about us. What will people talk about us? Once
[01:36] I asked Indamar's co-founder, Brijesh.
[01:41] I had asked Indamar's co-founder, Brijesh. I said, Brijesh,
[01:43] Don't you sometimes feel that some people
[01:46] Will be frustrated, thinking that
[01:49] Oh, Indians get annoyed by constant phone calls.
[01:52] Oh, Indians get annoyed by constant phone calls.
[01:52] They have bothered us.
[01:53] Okay? Like that is our biggest
[01:55] Okay? Like that is our biggest accomplishment.
[01:57] Why? He said that if we don't work with that intensity,
[02:01] Why? He said that if we don't work with that intensity, then India, where it is,
[02:03] If we don't work with that intensity, then India would not have reached where it is.
[02:07] It doesn't reach there.
[02:07] Okay?
[02:09] Okay?
[02:09] And when they said this, it reminded
[02:12] And when they said this, it reminded me of something that one of my mentors taught
[02:15] me of something that one of my mentors taught me.
[02:15] One of my mentors told me, Rajiv,
[02:17] that
[02:19] Who would you like to be?
[02:22] Who would you like to be?
[02:22] Would you like to be broke?
[02:25] Or would you like to be a millionaire or a billionaire?
[02:27] I said, what kind of question is this?
[02:27] Obviously millionaire
[02:30] Billionaire, yes.
[02:31] Okay, so then he asked me a question, Rajiv,
[02:34] When you go to sell and the customer
[02:37] rejects you.
[02:37] The customer says no.
[02:40] How do you feel?
[02:42] Back then I was like, it feels bad, man.
[02:47] So he said, after feeling bad, what do you do?
[02:50] ?
[02:50] I said, then for a little while, I withdraw.
[02:55] I do.
[02:55] The focus is not on selling that much
[02:58] because there is a fear that on the next
[03:01] call, I might have to hear no again, or the next
[03:03] meeting, I might have to hear no again, or sometimes while going to a meeting, it feels like what's the point
[03:07] While going to the meeting, it feels like what's the benefit of going, the customer isn't going to speak anyway.
[03:09] The customer isn't going to speak anyway, so the sales activity that happens gets...
[03:12] ...gets dipped.
[03:15] It gets dipped. So he said, Rajiv, if this is your emotional relationship with sales, that when you...
[03:19] So he said, Rajiv, if this is your emotional relationship with sales, that when you are getting rejection, you are feeling bad,
[03:21] you are getting rejection, you are feeling bad, and because of that your activity is reducing,
[03:24] and because of that your activity is reducing, then I can write to you that you...
[03:26] ...then I can write to you that you will never earn money in your life.
[03:28] You will never earn money in your life. I said, What do you mean?
[03:30] I said, What do you mean? Why not?
[03:32] Why not? My work is good.
[03:35] My work is good. He said, I use a simple rule.
[03:38] He said, I use a simple rule. You can test this anywhere.
[03:40] You can test it. You are watching a match in a stadium, you can test it there.
[03:42] You are watching a match, you can test it there.
[03:44] You are at a networking forum, you can test it there.
[03:46] You can test it. You are at a conference, you can test it there.
[03:48] You can test it there. You are sitting in a restaurant eating food.
[03:49] You are eating food in a restaurant. You can test it there.
[03:52] You can test it there. He said, the formula is simple.
[03:54] It is simple. The richest person in the room is the person with the highest number of rejections.
[03:59] The richest person in the room is the person with the highest number of rejections.
[04:03] He said, test it anywhere, that if you are sitting in a restaurant and there are 40 people at the
[04:08] There are 40 people sitting in the restaurant, at the risk of looking stupid, stand up and
[04:11] Risk of looking stupid, stand up and ask.
[04:13] Ask who has had the maximum rejections in their
[04:16] Who has had the maximum rejections in their life in business.
[04:18] Life in business. Get people to give an approximate
[04:20] Get people to give an approximate number of how many rejections you get in a month.
[04:22] How many rejections do you get in a year?
[04:24] How many rejections do you get in a year? How many rejections in the last 5 years?
[04:26] How many rejections in the last 5 years? The person with the highest
[04:29] Rejections is the person who is the richest in
[04:30] Rejections is the person who is the richest in that room. So he said something to be
[04:33] Beautiful. He said you can either be a rejected millionaire or billionaire or you can
[04:35] Be a respected broke person.
[04:39] Most people
[04:43] Play safe in sales because they want to be respected.
[04:46] Respected.
[04:49] So true.
[04:51] It's true in my businesses.
[04:54] It's true, it's absolutely true. Because
[04:58] When people look at podcasts,
[05:00] Hmm,
[05:01] Those people see all the wins, the limelight, the
[05:05] The glamour, the kind of people that it here
[05:08] Glamour the kind of people that it here billionaires millionaires okay large
[05:10] Billionaires millionaires okay large celebrities
[05:13] Celebrities everyday
[05:15] Everyday, however many guests we invite in a year,
[05:18] however many guests we invite in a year, we reject that many every week.
[05:22] We reject that many every week.
[05:22] Everyday there are tons of people who us daily
[05:25] Everyday there are tons of people who reject us daily but we keep following up
[05:27] reject us but we keep following up.
[05:27] There are people whom we since
[05:30] have.
[05:30] There are people whom we since we started the podcast four five six
[05:32] we started the podcast four five six years ago, we are still following up.
[05:35] years ago, we are still following up.
[05:35] And
[05:35] there are people whom we just started following up with
[05:36] There are people whom we just started following up with and do it repeatedly.
[05:39] started and do it repeatedly.
[05:39] If they
[05:39] say that we will see this next year.
[05:41] say that we will see this next year.
[05:41] Next year, in the very first week, our very first
[05:44] Next year, in the very first week, our very first follow-up is.
[05:45] first follow-up is.
[05:45] And everyday we follow up and
[05:49] And everyday we follow up and it's we get rejected by not only let's
[05:53] it's we get rejected by not only let's say the multi-billionaires or celebrities.
[05:56] say the multi-billionaires or celebrities.
[05:56] Every day some author rejects us.
[05:58] Every day some author rejects us.
[05:58] Some person rejects us
[05:59] Some person rejects us whom perhaps you and I don't know anyone.
[06:01] whom perhaps you and I don't know anyone.
[06:01] Very very small, someone from their field
[06:05] Very very small, someone from their field, an expert, rejects us.
[06:07] an expert, rejects us.
[06:07] Every day, from the smallest to the biggest, we daily
[06:10] Every day, small or big, we get rejected daily.
[06:12] And that is one of the rejections.
[06:14] And that is one of the biggest reasons why we are here because we are enabled to be rejected
[06:18] by thousands of people on a monthly basis
[06:23] and still be shameless in the next month.
[06:25] Again, go out and reach out to them.
[06:28] Me, my team
[06:31] who in the guest outreach, we have gotten blocked by people because we follow up so much
[06:37] and we are still like, okay, fine, from somewhere else
[06:39] create something else. That dialogue from the movie Guru, Abhishek Bachchan's, when the tax
[06:42] officer comes, he says, 'Don't you hear?'
[06:45] You need to build thick skin for success.
[06:52] Most people don't have that thick skin. Thick skin is needed to win, thick skin.
[06:55] If you don't build it, then this world is like
[06:59] a world of crabs, they will keep pulling you down.
[07:02] People. Okay, so you will in sales have, you need to have that samurai mindset. I say it like this.
[07:12] Have that samurai mindset. I say that samurai, you know, Japanese warriors, that samurai, you know, are Japanese warriors. These are those Japanese warriors who, before going into battle, their death
[07:18] Who, before going into battle, perform their own death ceremony because, as a symbolic gesture, they perform their death ceremony.
[07:30] As a symbolic gesture, they perform their own death ceremony, that they perform their own death ceremony, that a person who has died has no identity, no ego, no fear.
[07:37] Has no identity, no ego, no fear. So, that thing which does not exist, it has no existence, no pride, no
[07:46] Has no existence, no pride, no fear. So how will they fight in battle? Fearlessly. I am dead. So sales is also the same. That you have to sell knowing that
[08:01] It's the same. That you have to sell knowing that, 'Oh man, if I don't sell, I've already got the answer.' If I don't sell, I've already got the answer, right?
[08:04] If I don't sell, I've already got the answer, right? After not selling, what's the worst answer I can get, right?
[08:13] If a few yes are gathered in between,
[08:15] If a few yes are gathered in between, money is made, right?
[08:17] Money is made, right? We
[08:18] We are rejected millionaires over respected broke
[08:21] rejected millionaires over respected broke person.
[08:25] This is your sales department's psychology.
[08:28] This should be your sales department's psychology.
[08:29] It should be true.
[08:29] True mindset.
[08:31] Mindset, sales mindset.
[08:32] Sales mindset, sales mindset.
[08:34] Sales mindset. Some will buy, some won't buy, so what? Who is
[08:37] Some will buy, some won't buy, so what? Who is next?
[08:38] Next, and what's the next point? [laughter]
[08:40] And what's the next point? [laughter] Last point.
[08:42] Last point, the most essential point.
[08:46] The most essential point in business is you've got to be willing to do the
[08:51] In business, you've got to be willing to do the boring work.
[08:53] Boring work. [laughter]
[08:55] [laughter] The most
[09:00] The most proven way to make money is that the thing that is boring,
[09:03] The proven way is that the thing that is boring, you do it. What does this mean?
[09:07] You do it. What does this mean? Creating SOPs, creating process manuals for every
[09:11] Creating SOPs, creating process manuals for every department, for every activity,
[09:13] For the department, for every activity, creating reporting templates, entering data.
[09:16] Creating reporting templates, entering data in reporting templates, team mentor.
[09:19] In reporting templates, mentoring the team, coaching, training, guiding,
[09:22] Doing, coaching, training, guiding, resolving conflict, giving feedback and
[09:25] Resolving conflict, giving feedback and holding people accountable.
[09:28] Holding people accountable. This is boring work.
[09:31] Work.
[09:31] What do most business owners say?
[09:34] Man, should I sit and explain, teach.
[09:38] Okay?
[09:38] Still, they didn't understand.
[09:41] They do half the work.
[09:41] Then I have to do it later or sit and create SOP documents,
[09:43] design the process, automate it.
[09:47] Get it done.
[09:47] It's better than all this.
[09:49] I'll go talk to the customer myself.
[09:51] It's better than all this that I handle the customer myself.
[09:53] It's good that I handle the customer myself.
[09:53] Hey, how many will you handle yourself?
[09:56] And it's fun to do it yourself, isn't it?
[09:58] It's fun to go to sales meetings yourself.
[10:00] It is.
[10:00] That is more entertaining than scripts.
[10:04] Creating sales scripts, what to say if they say yes,
[10:07] what to say if they don't, then for 10 different
[10:10] equations or situations
[10:12] creating scripts is boring work, okay.
[10:17] Making scripts is that boring work, okay. People get, but boring makes money because if
[10:21] People get, but boring makes money because if I have done boring work well
[10:24] I have done boring work well in my business, that my marketing's
[10:27] In my business, that my marketing's SOP is laid out, that the video's topic
[10:30] SOP is laid out, how will the video topic selection be? How will editing be?
[10:32] How will selection be? How will editing be? At what time will distribution be?
[10:34] At what time will distribution be? How will optimization be? My sales'
[10:36] How will optimization be? My sales' script how will it be? In sales, the steps
[10:38] How will the script be? What will the steps in sales be? Which support material for sales
[10:41] Will be? Which support material will be used at which step in sales? My operations'
[10:44] Will be used at which step? My operations' SOP has been made, that purchase
[10:47] SOP has been made, that how will the purchase requirement be generated? When will the order
[10:49] Will the requirement be generated? When will the order be placed? When will its challan confirmation
[10:51] Will be placed? When will its challan confirmation be brought? Then when will delivery be taken?
[10:53] Will be brought? Then when will delivery be taken? When will production work start? Daily checks
[10:56] When will production work start? What will the daily checks and balances be? All this is very
[10:58] And balances be? All this is very boring, man.
[11:01] It's boring, man. But whoever made this boring, they have built
[11:05] But whoever made this boring, they have built a system of replication
[11:08] A system of replication. But whoever didn't make this, then they are the
[11:11] But whoever didn't make this, then they are the system
[11:13] System. The lorry didn't go, I'll make a call. Check came.
[11:16] The lorry didn't go, I'll make a call. Check has come. There's no money in the bank, I'll manage.
[11:18] There is no money in the bank, I'll manage. Okay, the collection is due, the customer is not picking up the phone, I'll go to his office.
[11:23] They are not picking up, I'll go to their office. These people who say 'I, I, I' become goats in their own business.
[11:33] System building, team building is the most boring job in the world.
[11:39] It's the most boring job in the world. But that's where the money is made.
[11:45] By doing 'I, I, I', you can cover your monthly expenses, both for the business and for yourself.
[11:51] But you have to ask yourself.
[11:54] What is your objective of building the business? Income generation or wealth creation?
[11:59] If you want to generate income, then yes, do it yourself.
[12:02] That is called freelancing. Don't glorify yourself.
[12:06] Don't call yourself a business owner. Call yourself a freelancer.
[12:08] Freelancing is exciting in the initial days.
[12:11] After a few years, it becomes frustrating.
[12:19] If you just want to cover household expenses, why are you bothering so much?
[12:25] Get a job.
[12:27] You've started a business.
[12:30] If you are taking so much trouble, take some good trouble that gives a good return.
[12:37] Income generation and wealth creation are two different paths.
[12:42] Most business owners get trapped in this cycle of income generation and their lives pass by.
[12:51] Very few business owners reach that level of maturity where they have the clarity that I am not doing this to cover monthly expenses.
[12:59] I want to create wealth.
[13:03] I want to build a legacy.
[13:05] I want to create assets for myself.
[13:08] If you want to do that, then that return will not come from my hard work alone.
[13:13] If you want to achieve that level of return, then I need to...
[13:22] If you want to bring returns of that level, then I will have to build a wealth creation engine.
[13:25] And a wealth creation engine will have to be built.
[13:28] And to run that engine, a team will have to be built.
[13:32] System building, team building is boring.
[13:36] System building, team building is boring, but boring makes money.
[13:39] But boring makes money.
[13:44] That's the game.
[13:46] Nice.
[13:49] All the points are crazy. But there are very basic fundamentals.
[13:53] They are not something which is extraordinary.
[13:55] They are the most basic genuine things which people genuinely miss out.
[13:58] I will tell you something, Raj.
[14:01] Something, Raj.
[14:03] In this world of content consumption.
[14:07] In this world of content consumption.
[14:11] I always say this to people, that if you
[14:15] If you are such that you are always listening to podcasts, consuming content, reading books
[14:22] Yes, you keep consuming content, you keep reading books,
[14:23] you keep reading, you keep doing courses, doing courses, doing courses.
[14:24] This can also be a trap where you know a lot intellectually.
[14:28] You keep doing courses.
[14:28] This can also be a trap where you know a lot intellectually.
[14:31] It can be where you know a lot intellectually.
[14:31] You have a lot of information.
[14:34] But you have not translated that information into action and results.
[14:37] So then this information is cholesterol.
[14:41] And we live in a world of knowledge cholesterol.
[14:45] These 10 points, 11 points that I have given, after listening to this entire podcast,
[14:48] If there is someone sincere to evaluate whether these 10 things are happening in my business or not, then they will get value
[14:51] because they will get direction, an actionable step will emerge, that I need to create a differentiator.
[14:55] I will have to become an educator or a storyteller or an entertainer, that I will have to build systems or I will have to right
[14:59] These 10 points, 11 points that I have given, after listening to this entire podcast,
[15:04] If there is someone sincere to evaluate whether these 10 things are happening in my business or not, then they will get value
[15:06] because they will get direction, an actionable step will emerge, that I need to create a differentiator.
[15:10] I will have to become an educator or a storyteller or an entertainer, that I will have to build systems or I will have to right
[15:12] I need to create a differentiator.
[15:15] I will have to become an educator or a storyteller or an entertainer, that I will have to build systems or I will have to right
[15:17] I need to create a differentiator.
[15:20] I will have to become an educator or a storyteller or an entertainer, that I will have to build systems or I will have to right
[15:23] I will have to build systems or I will have to find the right customer.
[15:26] I will have to find the trinity of customers.
[15:26] I will have to calculate the trinity of margins.
[15:28] I will have to calculate the margin for them.
[15:28] This will be an action-driven podcast for them.
[15:33] But if this is an action-driven podcast.
[15:33] But if someone listens to this and doesn't reflect on it themselves.
[15:36] If someone listens to this and doesn't reflect on whether this is happening in my business or not.
[15:38] Whether it is happening in my business or not.
[15:40] Literally assessment is being done, not happening.
[15:40] Literally assessment is not being done for the 10 points.
[15:43] Being done for the 10 points.
[15:43] And if they just comment 'basic knowledge bro'.
[15:47] And if they just comment 'basic knowledge bro', saying 'brother, show your bank account first'.
[15:52] Saying 'brother, show your bank account first' because commenting is the easiest thing in this world today.
[15:55] Because commenting is the easiest thing in this world today.
[15:55] Capability is not when you know, capability.
[15:59] Capability is not when you know, capability is when you have done it.
[16:02] Knowing that today there is no relevance because.
[16:07] Knowing that today there is no relevance because AI is there, I can know anything anytime.
[16:11] AI is there, I can know anything anytime.
[16:11] Knowing that relevance is zero.
[16:14] Knowing that relevance is zero.
[16:14] The ability to do and produce a result is.
[16:18] The ability to do and produce a result is proof of capability.
[16:22] Thank you so much, this.
[16:24] Proof of capability.
[16:24] Thank you so much for watching this clip till the end.
[16:27] If you want to watch more such clips, then subscribe to the Raj Shimman Clips channel.
Full Transcript (Bilingual)
https://www.youtube.com/watch?v=NwU1KvqsBDU
Translation: en
[00:02] नाउ द अदर लेयर इज सेलिंग हम ओके
Now the other layer is selling, okay.
[00:07] नाउ द अदर लेयर इज सेलिंग हम ओके सेलिंग में क्या सेलिंग में सबसे
Now the other layer is selling, okay. In selling, what in selling, the most...
[00:11] सेलिंग में क्या सेलिंग में सबसे इंपॉर्टेंट रूल ये है कि
In selling, what in selling, the most important rule is that
[00:16] इंपॉर्टेंट रूल ये है कि सेल्स एक नंबर्स गेम है
The important rule is that sales is a numbers game.
[00:18] सेल्स एक नंबर्स गेम है हम
Sales is a numbers game, we...
[00:19] हम ओके वि मींस
We, okay, we mean...
[00:23] ओके वि मींस आपका जो सेल्स एफर्ट है चाहे वो डायरेक्ट
Okay, we mean your sales effort, whether it's direct...
[00:26] आपका जो सेल्स एफर्ट है चाहे वो डायरेक्ट आप कस्टमर से बात कर रहे हो या आपकी टीम
Your sales effort, whether you are talking directly to the customer or your team...
[00:28] आप कस्टमर से बात कर रहे हो या आपकी टीम कस्टमर से बात कर रही है चाहे वो वो
You are talking to the customer or your team is talking to the customer, whether it's...
[00:29] कस्टमर से बात कर रही है चाहे वो वो डिजिटल रीच हो कि आप बमबार्ड कर रहे हो
Talking to the customer, whether it's digital reach, that you are bombarding...
[00:33] डिजिटल रीच हो कि आप बमबार्ड कर रहे हो मार्केट को विद परफॉर्मेंस मार्केटिंग
Digital reach, that you are bombarding the market with performance marketing...
[00:34] मार्केट को विद परफॉर्मेंस मार्केटिंग एड्स चाहे वो डिस्ट्रीब्यूटर डीलर नेटवर्क
Market with performance marketing ads, whether it's a distributor dealer network...
[00:38] एड्स चाहे वो डिस्ट्रीब्यूटर डीलर नेटवर्क हो कि हर नुक्कड़ गली रीजन में आपके चैनल
Ads, whether it's a distributor dealer network, that in every nook, street, region, your channel...
[00:41] हो कि हर नुक्कड़ गली रीजन में आपके चैनल पार्टनर्स हैं या फ्रेंचाइजी है
Partners are there, or a franchise...
[00:45] पार्टनर्स हैं या फ्रेंचाइजी है सेल्स
Partners or a franchise, sales...
[00:47] सेल्स एक ऐसा गेम है कि
Sales is a game that...
[00:50] एक ऐसा गेम है कि जिसकी सबसे ज्यादा
Is a game that has the most...
[00:53] जिसकी सबसे ज्यादा रेपिटेटिव एफर्ट है बेचने की उसकी सबसे
Whose most repetitive effort is selling, theirs is the most...
[00:56] रेपिटेटिव एफर्ट है बेचने की उसकी सबसे ज्यादा सक्सेस है। अब बहुत से ब्रांड्स या
Repetitive effort is selling, theirs is the most success. Now many brands or...
[01:00] ज्यादा सक्सेस है। अब बहुत से ब्रांड्स या बिजनेसेस बहुत से बिजनेसेस ना यह
Most success. Now many brands or businesses, many businesses, this...
[01:04] बिजनेसेस बहुत से बिजनेसेस ना यह टर्बो मोड ऑफ सेलिंग से डरते हैं।
Businesses, many businesses are afraid of this turbo mode of selling.
[01:07] उनको टर्बो मोड ऑफ सेलिंग से डरते हैं।
They are afraid of the turbo mode of selling.
[01:09] उनको लगता है कि हमारा नाम खराब हो जाएगा अगर हम इतना बेचेंगे तो
They think that our reputation will be ruined if we sell so much.
[01:14] मार्केटिंग करके कुछ लोग छोड़ देते हैं कि
Some people stop marketing, thinking that
[01:16] मार्केटिंग करके कुछ लोग छोड़ देते हैं कि अब कस्टमर को चाहिए तो वो आएगा।
Some people stop marketing, thinking that if the customer needs it, they will come.
[01:18] अब कस्टमर को चाहिए तो वो आएगा।
Now, if the customer needs it, they will come.
[01:19] हम आप मार्केटिंग कीजिए टू एस्टैब्लिश
You do marketing to establish
[01:21] आप मार्केटिंग कीजिए टू एस्टैब्लिश क्रेडिबिलिटी टू बिल्ड रीच।
You do marketing to establish credibility, to build reach.
[01:24] फॉलो थ्रू इट अग्रेसिवली विद सम काइंड ऑफ सेल्स मेथड।
Follow through aggressively with some kind of sales method.
[01:29] अब डर क्या है सेल्स का इज व्हाट विल पीपल
Now, what is the fear of sales? It is what will people
[01:32] अब डर क्या है सेल्स का इज व्हाट विल पीपल थिंक अबाउट अस हम
Now, what is the fear of sales? It is what will people think about us.
[01:34] थिंक अबाउट अस हम व्हाट विल पीपल टॉक अबाउट अस ना एक बार
Think about us. What will people talk about us? Once
[01:36] मैंने indamar के कोफाउंडर बृजेश से पूछा
I asked Indamar's co-founder, Brijesh.
[01:41] मैंने indamar के कोफाउंडर बृजेश से पूछा था आई सेड बृजेश
I had asked Indamar's co-founder, Brijesh. I said, Brijesh,
[01:43] आपको कभी-कभी ये नहीं लगता कि थोड़े लोग
Don't you sometimes feel that some people
[01:46] ऐसे होंगे जो फ्रस्ट्रेट होते होंगे कि
Will be frustrated, thinking that
[01:49] यार इंडिया वाले तो फोन कर कर के तंग होते
Oh, Indians get annoyed by constant phone calls.
[01:52] यार इंडिया वाले तो फोन कर कर के तंग होते हैं।
Oh, Indians get annoyed by constant phone calls.
[01:52] परेशान कर दिया।
They have bothered us.
[01:53] ठीक है? लाइक वो हमारी सबसे बड़ी
Okay? Like that is our biggest
[01:55] ठीक है? लाइक वो हमारी सबसे बड़ी अकंप्लिशमेंट है।
Okay? Like that is our biggest accomplishment.
[01:57] क्यों ही सेड कि अगर हम वह इंटेंसिटी के
Why? He said that if we don't work with that intensity,
[02:01] क्यों ही सेड कि अगर हम वह इंटेंसिटी के साथ काम नहीं करते तो इंडिया जहां पर है
Why? He said that if we don't work with that intensity, then India, where it is,
[02:03] साथ काम नहीं करते तो इंडिया जहां पर है वहां पर नहीं पहुंचता।
If we don't work with that intensity, then India would not have reached where it is.
[02:07] वहां पर नहीं पहुंचता।
It doesn't reach there.
[02:07] ओके?
Okay?
[02:09] ओके?
Okay?
[02:09] एंड उन्होंने जब ये कहा ना इट रिमाइंडेड
And when they said this, it reminded
[02:12] एंड उन्होंने जब ये कहा ना इट रिमाइंडेड मी ऑफ़ समथिंग दैट वन ऑफ़ माय मेंटर्स टॉट
And when they said this, it reminded me of something that one of my mentors taught
[02:15] मी ऑफ़ समथिंग दैट वन ऑफ़ माय मेंटर्स टॉट मी।
me of something that one of my mentors taught me.
[02:15] मेरे एक मेंटर ने मुझे कहा था राजीव,
One of my mentors told me, Rajiv,
[02:17] कि
that
[02:19] हु वुड यू लाइक टू बी?
Who would you like to be?
[02:22] हु वुड यू लाइक टू बी?
Who would you like to be?
[02:22] वुड यू लाइक टू बी ब्रोक?
Would you like to be broke?
[02:25] और वुड यू लाइक टू बी अ मिलियर ओर अ बिलियनर?
Or would you like to be a millionaire or a billionaire?
[02:27] आई सेड ये कैसा सवाल है?
I said, what kind of question is this?
[02:27] ऑब्वियसली मिलियर
Obviously millionaire
[02:30] बिलिनेियर हां
Billionaire, yes.
[02:31] ओके सो देन ही आस्क मी अ क्वेश्चन राजीव
Okay, so then he asked me a question, Rajiv,
[02:34] आप जब बेचने जाते हो और कस्टमर आपको
When you go to sell and the customer
[02:37] रिजेक्ट करता है।
rejects you.
[02:37] कस्टमर ना बोलता है
The customer says no.
[02:40] हाउ डू यू फील
How do you feel?
[02:42] बैक देन आई वास लाइक बुरा लगता है यार।
Back then I was like, it feels bad, man.
[02:47] सो ही सेड बुरा लगने के बाद आप क्या करते
So he said, after feeling bad, what do you do?
[02:50] हो?
?
[02:50] आई सेड फिर थोड़ा वक्त ना विथड्रॉ कर
I said, then for a little while, I withdraw.
[02:55] देते हैं।
I do.
[02:55] उतना बेचने पे फोकस नहीं रहता
The focus is not on selling that much
[02:58] है क्योंकि वह एक डर रहता है कि नेक्स्ट
because there is a fear that on the next
[03:01] कॉल पे फिर से ना सुनना पड़े या नेक्स्ट
call, I might have to hear no again, or the next
[03:03] मीटिंग में फिर से ना सुनना पड़े या कभी
meeting, I might have to hear no again, or sometimes while going to a meeting, it feels like what's the point
[03:05] मीटिंग जाते समय ही लगता है कि फायदा क्या
[03:07] मीटिंग जाते समय ही लगता है कि फायदा क्या जाने का वैसे भी ना बोलने वाला है कस्टमर
While going to the meeting, it feels like what's the benefit of going, the customer isn't going to speak anyway.
[03:09] जाने का वैसे भी ना बोलने वाला है कस्टमर तो एक जो एक्टिविटी होती है सेल्स की वो
The customer isn't going to speak anyway, so the sales activity that happens gets...
[03:12] तो एक जो एक्टिविटी होती है सेल्स की वो डिप हो जाती है
...gets dipped.
[03:15] डिप हो जाती है सो ही सेड राजीव अगर ये आपका इमोशनल रिश्ता है ना सेल्स से कि जब आपको
It gets dipped. So he said, Rajiv, if this is your emotional relationship with sales, that when you...
[03:19] सो ही सेड राजीव अगर ये आपका इमोशनल रिश्ता है ना सेल्स से कि जब आपको रिजेक्शन मिल रहा है आपको बुरा लग रहा है
So he said, Rajiv, if this is your emotional relationship with sales, that when you are getting rejection, you are feeling bad,
[03:21] रिजेक्शन मिल रहा है आपको बुरा लग रहा है और उसकी वजह से आपकी एक्टिविटी कम हो रही
you are getting rejection, you are feeling bad, and because of that your activity is reducing,
[03:24] और उसकी वजह से आपकी एक्टिविटी कम हो रही है तो मैं आपको लिख के दे सकता हूं कि आप
and because of that your activity is reducing, then I can write to you that you...
[03:26] है तो मैं आपको लिख के दे सकता हूं कि आप कभी पैसे नहीं कमाओगे अपनी लाइफ में।
...then I can write to you that you will never earn money in your life.
[03:28] कभी पैसे नहीं कमाओगे अपनी लाइफ में। आई सेड व्हाट डू यू मीन?
You will never earn money in your life. I said, What do you mean?
[03:30] सेड व्हाट डू यू मीन? क्यों नहीं?
I said, What do you mean? Why not?
[03:32] क्यों नहीं? मेरा काम अच्छा है।
Why not? My work is good.
[03:35] काम अच्छा है। ही सेड आई यू अ सिंपल रूल।
My work is good. He said, I use a simple rule.
[03:38] ही सेड आई यू अ सिंपल रूल। यह आप कहीं भी टेस्ट कर सकते हो।
He said, I use a simple rule. You can test this anywhere.
[03:40] टेस्ट कर सकते हो। आप एक स्टेडियम में जाकर मैच देख रहे हो वहां टेस्ट कर सकते
You can test it. You are watching a match in a stadium, you can test it there.
[03:42] जाकर मैच देख रहे हो वहां टेस्ट कर सकते हो।
You are watching a match, you can test it there.
[03:44] हो। आप एक नेटवर्किंग फोरम में हो वहां टेस्ट कर सकते हो।
You are at a networking forum, you can test it there.
[03:46] टेस्ट कर सकते हो। आप एक कॉन्फ्रेंस में हो वहां टेस्ट टेस्ट कर सकते हो।
You can test it. You are at a conference, you can test it there.
[03:48] हो वहां टेस्ट टेस्ट कर सकते हो। आप एक रेस्टोरेंट में बैठ के खाना खा रहे हो।
You can test it there. You are sitting in a restaurant eating food.
[03:49] रेस्टोरेंट में बैठ के खाना खा रहे हो। आप वहां टेस्ट कर सकते हो।
You are eating food in a restaurant. You can test it there.
[03:52] वहां टेस्ट कर सकते हो। ही सेड द फार्मूला इज़ सिंपल।
You can test it there. He said, the formula is simple.
[03:54] इज़ सिंपल। द रिचेस्ट पर्सन इन द रूम इज द पर्सन वि द हाईएस्ट नंबर ऑफ रिजेक्शंस।
It is simple. The richest person in the room is the person with the highest number of rejections.
[03:59] द रिचेस्ट पर्सन इन द रूम इज द पर्सन वि द हाईएस्ट नंबर ऑफ रिजेक्शंस।
The richest person in the room is the person with the highest number of rejections.
[04:03] ही सेड टेस्ट इट एनीवेयर कि कभी आप किसी रेस्टोरेंट में बैठे हो 40 लोग हैं एट द
He said, test it anywhere, that if you are sitting in a restaurant and there are 40 people at the
[04:08] रेस्टोरेंट में बैठे हो 40 लोग हैं एट द रिस्क ऑफ लुकिंग स्टूपिड स्टैंड अप एंड
There are 40 people sitting in the restaurant, at the risk of looking stupid, stand up and
[04:11] रिस्क ऑफ लुकिंग स्टूपिड स्टैंड अप एंड आस्क
Risk of looking stupid, stand up and ask.
[04:13] आस्क हु हैज़ हैड द मैक्सिमम रिजेक्शंस इन देयर
Ask who has had the maximum rejections in their
[04:16] हु हैज़ हैड द मैक्सिमम रिजेक्शंस इन देयर लाइफ इन बिज़नेस।
Who has had the maximum rejections in their life in business.
[04:18] लाइफ इन बिज़नेस। गेट लाइक गेट पीपल टू गिव एन अप्रोक्समेट
Life in business. Get people to give an approximate
[04:20] गेट लाइक गेट पीपल टू गिव एन अप्रोक्समेट नंबर कि महीने में कितने रिजेक्शन मिलते
Get people to give an approximate number of how many rejections you get in a month.
[04:22] नंबर कि महीने में कितने रिजेक्शन मिलते हैं? तुमको साल में कितने रिजेक्शन मिलते
How many rejections do you get in a year?
[04:24] हैं? तुमको साल में कितने रिजेक्शन मिलते हैं? पिछले 5 साल में कितने रिजेक्शन
How many rejections do you get in a year? How many rejections in the last 5 years?
[04:26] हैं? पिछले 5 साल में कितने रिजेक्शन मिलते हैं? द पर्सन वि द हाईएस्ट
How many rejections in the last 5 years? The person with the highest
[04:29] मिलते हैं? द पर्सन वि द हाईएस्ट रिजेक्शंस इज़ द पर्सन हु इज़ द रिचेस्ट इन
Rejections is the person who is the richest in
[04:30] रिजेक्शंस इज़ द पर्सन हु इज़ द रिचेस्ट इन दैट रूम। सो ही सेड समथिंग टू बी
Rejections is the person who is the richest in that room. So he said something to be
[04:33] दैट रूम। सो ही सेड समथिंग टू बी ब्यूटीफुल। ही सेड यू कैन आइदर बी अ
Beautiful. He said you can either be a rejected millionaire or billionaire or you can
[04:35] ब्यूटीफुल। ही सेड यू कैन आइदर बी अ रिजेक्टेड मिलनेयर और बिलियनियर और यू कैन
Be a respected broke person.
[04:39] रिजेक्टेड मिलनेयर और बिलियनियर और यू कैन बी अ रेस्पेक्टेड ब्रोक पर्सन। मोस्ट पीपल
Most people
[04:43] बी अ रेस्पेक्टेड ब्रोक पर्सन। मोस्ट पीपल प्ले सेफ इन सेल्स बिकॉज़ दे वांट टू बी
Play safe in sales because they want to be respected.
[04:46] प्ले सेफ इन सेल्स बिकॉज़ दे वांट टू बी रेस्पेक्टेड।
Respected.
[04:49] रेस्पेक्टेड। सो ट्रू।
So true.
[04:51] सो ट्रू। इट्स ट्रू इन माय बिनेसेस।
It's true in my businesses.
[04:54] इट्स ट्रू इन माय बिनेसेस। इट्स ट्रू इट्स अब्सोलुटली ट्रू। क्योंकि
It's true, it's absolutely true. Because
[04:58] इट्स ट्रू इट्स अब्सोलुटली ट्रू। क्योंकि व्हेन पीपल लुक एट पॉडकास्ट
When people look at podcasts,
[05:00] व्हेन पीपल लुक एट पॉडकास्ट हम्म
Hmm,
[05:01] हम्म वो लोग सब देखते हैं द विंस द लाइमलाइट द
Those people see all the wins, the limelight, the
[05:05] वो लोग सब देखते हैं द विंस द लाइमलाइट द ग्लैमर द काइंड ऑफ पीपल दैट इट हियर
The glamour, the kind of people that it here
[05:08] ग्लैमर द काइंड ऑफ पीपल दैट इट हियर बिलनेयर्स मिलनेयर्स ओके लार्ज
Glamour the kind of people that it here billionaires millionaires okay large
[05:10] बिलनेयर्स मिलनेयर्स ओके लार्ज सेलिब्रिटीज
Billionaires millionaires okay large celebrities
[05:13] सेलिब्रिटीज एवरीडे
Celebrities everyday
[05:15] एवरीडे जितने हम साल में गेस्ट बुलाते हैं ना
Everyday, however many guests we invite in a year,
[05:18] जितने हम साल में गेस्ट बुलाते हैं ना उतने हर हफ्ते में रिजेक्ट करते हैं।
however many guests we invite in a year, we reject that many every week.
[05:22] उतने हर हफ्ते में रिजेक्ट करते हैं।
We reject that many every week.
[05:22] एवरीडे देयर आर टन्स ऑफ़ पीपल जो हमें रोज
Everyday there are tons of people who us daily
[05:25] एवरीडे देयर आर टन्स ऑफ़ पीपल जो हमें रोज रिजेक्ट करते हैं लेकिन हम फॉलो करते रहते
Everyday there are tons of people who reject us daily but we keep following up
[05:27] रिजेक्ट करते हैं लेकिन हम फॉलो करते रहते हैं।
reject us but we keep following up.
[05:27] देयर आर पीपल जिनको हम पिछले जब से
There are people whom we since
[05:30] हैं।
have.
[05:30] देयर आर पीपल जिनको हम पिछले जब से हमने पडकास्ट स्टार्ट किया है चार पांच छ
There are people whom we since we started the podcast four five six
[05:32] हमने पडकास्ट स्टार्ट किया है चार पांच छ साल से आज तक फॉलो अप ही कर रहे हैं।
we started the podcast four five six years ago, we are still following up.
[05:35] साल से आज तक फॉलो अप ही कर रहे हैं।
years ago, we are still following up.
[05:35] एंड
And
[05:35] देयर आर पीपल जिनको अभी-अभी फॉलो अप
there are people whom we just started following up with
[05:36] देयर आर पीपल जिनको अभी-अभी फॉलो अप स्टार्ट किया और बार-बार करते हैं।
There are people whom we just started following up with and do it repeatedly.
[05:39] स्टार्ट किया और बार-बार करते हैं।
started and do it repeatedly.
[05:39] अगर वह
If they
[05:39] बोलते हैं कि वी विल सी दिस नेक्स्ट ईयर।
say that we will see this next year.
[05:41] बोलते हैं कि वी विल सी दिस नेक्स्ट ईयर।
say that we will see this next year.
[05:41] नेक्स्ट ईयर सबसे पहले वीक में हमारा सबसे
Next year, in the very first week, our very first
[05:44] नेक्स्ट ईयर सबसे पहले वीक में हमारा सबसे पहले फॉलो अप है।
Next year, in the very first week, our very first follow-up is.
[05:45] पहले फॉलो अप है।
first follow-up is.
[05:45] एंड एवरीडे वी फॉलो अप एंड
And everyday we follow up and
[05:49] एंड एवरीडे वी फॉलो अप एंड इट्स वी गेट रिजेक्टेड बाय नॉट ओनली लेट्स
And everyday we follow up and it's we get rejected by not only let's
[05:53] इट्स वी गेट रिजेक्टेड बाय नॉट ओनली लेट्स से द मल्टी बिलिनेयर्स और सेलिब्रिटीज।
it's we get rejected by not only let's say the multi-billionaires or celebrities.
[05:56] से द मल्टी बिलिनेयर्स और सेलिब्रिटीज।
say the multi-billionaires or celebrities.
[05:56] हमें रोज कोई एक ऑथर रिजेक्ट करता है।
Every day some author rejects us.
[05:58] हमें रोज कोई एक ऑथर रिजेक्ट करता है।
Every day some author rejects us.
[05:58] हमें कोई एक ऐसा इंसान रिजेक्ट करता है
Some person rejects us
[05:59] हमें कोई एक ऐसा इंसान रिजेक्ट करता है जिसको शायद आप और मैं कोई भी नहीं जानता।
Some person rejects us whom perhaps you and I don't know anyone.
[06:01] जिसको शायद आप और मैं कोई भी नहीं जानता।
whom perhaps you and I don't know anyone.
[06:01] बहुत बहुत ही छोटा सा कोई अपनी फील्ड का
Very very small, someone from their field
[06:05] बहुत बहुत ही छोटा सा कोई अपनी फील्ड का एक्सपर्ट होगा वो रिजेक्ट कर देता है।
Very very small, someone from their field, an expert, rejects us.
[06:07] एक्सपर्ट होगा वो रिजेक्ट कर देता है।
an expert, rejects us.
[06:07] एवरी डे छोटे से छोटा बड़े से बड़ा हम रोज
Every day, from the smallest to the biggest, we daily
[06:10] एवरी डे छोटे से छोटा बड़े से बड़ा हम रोज रिजेक्ट होते हैं।
Every day, small or big, we get rejected daily.
[06:12] एंड दैट इज वन ऑफ़ द रिजेक्ट होते हैं।
And that is one of the rejections.
[06:14] एंड दैट इज वन ऑफ़ द बिगेस्ट रीज़ंस व्हाई वी आर हियर बिकॉज़ वी आर एबल्ड टू बी रिजेक्टेड
And that is one of the biggest reasons why we are here because we are enabled to be rejected
[06:18] बाय थाउजेंड्स ऑफ पीपल ऑन अ मंथली बेसिस
by thousands of people on a monthly basis
[06:23] एंड स्टिल बी शेमलेस इन नेक्स्ट मंथ।
and still be shameless in the next month.
[06:25] अगेन गो आउट एंड रीच आउट टू देम।
Again, go out and reach out to them.
[06:28] मी माय टीम
Me, my team
[06:31] हुस इन द गेस्ट रीच आउट वी हैव गॉटन ब्लॉक्ड बाय पीपल बिकॉज़ वी फॉलो अप सो मच
who in the guest outreach, we have gotten blocked by people because we follow up so much
[06:37] एंड वी आर स्टिल लाइक ओके फाइन कहीं और से
and we are still like, okay, fine, from somewhere else
[06:39] कुछ और क्रिएट कर दी वो गुरु मूवी में डायलॉग है अभिषेक बच्चन का वो जब वो टैक्स
create something else. That dialogue from the movie Guru, Abhishek Bachchan's, when the tax
[06:42] ऑफिसर आता है बोलता है ना सुनाई नहीं देता
officer comes, he says, 'Don't you hear?'
[06:45] यू नीड टू बिल्ड थिक स्किन फॉर सक्सेस
You need to build thick skin for success.
[06:52] मोस्ट पीपल डोंट हैव दैट थिक स्किन मोटी चमड़ी चाहिए जीतने के लिए मोटी चमड़ी
Most people don't have that thick skin. Thick skin is needed to win, thick skin.
[06:55] अगर आप नहीं बनाओगे ना तो यह दुनिया ऐसी है
If you don't build it, then this world is like
[06:59] केकड़ों की दुनिया है नीचे खींचते जाएंगे
a world of crabs, they will keep pulling you down.
[07:02] लोग ओके सो यू विल इन सेल्स हैव यू नीड टू हैव दैट सैमुराय माइंडसेट मैं ऐसे कहता
People. Okay, so you will in sales have, you need to have that samurai mindset. I say it like this.
[07:12] हैव दैट सैमुराय माइंडसेट मैं ऐसे कहता हूं कि सैमुरायस पता है जैपनीज वॉरियर्स हूं कि सैमुरायस पता है जैपनीज वॉरियर्स होते हैं ये वो जैपनीज वॉरियर्स होते हैं होते हैं ये वो जैपनीज वॉरियर्स होते हैं जो बैटल में जाने से पहले अपनी डेथ
Have that samurai mindset. I say that samurai, you know, Japanese warriors, that samurai, you know, are Japanese warriors. These are those Japanese warriors who, before going into battle, their death
[07:18] जो बैटल में जाने से पहले अपनी डेथ सेरेमनी खुद परफॉर्म करते हैं क्योंकि एज सेरेमनी खुद परफॉर्म करते हैं क्योंकि एज अ सिंबॉलिक जेस्चर वो अपनी डेथ सेरेमनी
Who, before going into battle, perform their own death ceremony because, as a symbolic gesture, they perform their death ceremony.
[07:30] अ सिंबॉलिक जेस्चर वो अपनी डेथ सेरेमनी खुद परफॉर्म करते हैं कि खुद परफॉर्म करते हैं कि जो इंसान मर चुका है उसका ना कोई आइडेंटिटी है ना कोई ईगो है ना कोई फियर
As a symbolic gesture, they perform their own death ceremony, that they perform their own death ceremony, that a person who has died has no identity, no ego, no fear.
[07:37] आइडेंटिटी है ना कोई ईगो है ना कोई फियर है तो जिस चीज जो चीज एकिस्ट नहीं करती उसमें ना कोई अस्तित्व है ना कोई घमंड है ना कोई
Has no identity, no ego, no fear. So, that thing which does not exist, it has no existence, no pride, no
[07:46] ना कोई अस्तित्व है ना कोई घमंड है ना कोई डर है तो वो लड़ाई में लड़ेगा कैसे फियरलेसली मैं मर चुका हूं तो सेल्स भी वैसा ही है दैट यू हैव टू सेल नोइंग कि
Has no existence, no pride, no fear. So how will they fight in battle? Fearlessly. I am dead. So sales is also the same. That you have to sell knowing that
[08:01] वैसा ही है दैट यू हैव टू सेल नोइंग कि यार नहीं बेचूंगा तो ऑलरेडी जवाब मिल चुका है यार नहीं बेचूंगा तो ऑलरेडी जवाब मिल चुका है ना
It's the same. That you have to sell knowing that, 'Oh man, if I don't sell, I've already got the answer.' If I don't sell, I've already got the answer, right?
[08:04] नहीं बेचूंगा तो ऑलरेडी जवाब मिल चुका है ना बेचने के बाद वर्स्ट जवाब क्या मिल सकता है ना
If I don't sell, I've already got the answer, right? After not selling, what's the worst answer I can get, right?
[08:13] बीच में थोड़े बहुत हां इकट्ठे हो गए तो
If a few yes are gathered in between,
[08:15] बीच में थोड़े बहुत हां इकट्ठे हो गए तो पैसे बन गए ना
If a few yes are gathered in between, money is made, right?
[08:17] पैसे बन गए ना हम
Money is made, right? We
[08:18] हम रिजेक्टेड मिलनेियर ओवर रेस्पेक्टेड ब्रोक
We are rejected millionaires over respected broke
[08:21] रिजेक्टेड मिलनेियर ओवर रेस्पेक्टेड ब्रोक पर्सन
rejected millionaires over respected broke person.
[08:25] ये आपकी सेल्स डिपार्टमेंट की साइकोलॉजी
This is your sales department's psychology.
[08:28] ये आपकी सेल्स डिपार्टमेंट की साइकोलॉजी होनी चाहिए है
This should be your sales department's psychology.
[08:29] होनी चाहिए है ट्रू
It should be true.
[08:29] ट्रू माइंडसेट
True mindset.
[08:31] माइंडसेट सेल्स माइंडसेट
Mindset, sales mindset.
[08:32] सेल्स माइंडसेट सेल्स माइंडसेट
Sales mindset, sales mindset.
[08:34] सेल्स माइंडसेट सम विल बाय सम वंट बाय सो व्हाट हु इज
Sales mindset. Some will buy, some won't buy, so what? Who is
[08:37] सम विल बाय सम वंट बाय सो व्हाट हु इज नेक्स्ट
Some will buy, some won't buy, so what? Who is next?
[08:38] नेक्स्ट एंड व्हाट्स द नेक्स्ट पॉइंट [हंसी]
Next, and what's the next point? [laughter]
[08:40] एंड व्हाट्स द नेक्स्ट पॉइंट [हंसी] लास्ट पॉइंट
And what's the next point? [laughter] Last point.
[08:42] लास्ट पॉइंट सबसेेंट पॉइंट
Last point, the most essential point.
[08:46] सबसेेंट पॉइंट इन बिजनेस यू गॉट टू बी विलिंग टू डू द
The most essential point in business is you've got to be willing to do the
[08:51] इन बिजनेस यू गॉट टू बी विलिंग टू डू द बोरिंग वर्क
In business, you've got to be willing to do the boring work.
[08:53] बोरिंग वर्क [हंसी]
Boring work. [laughter]
[08:55] [हंसी] पैसे बनाने का सबसे
[laughter] The most
[09:00] पैसे बनाने का सबसे प्रोवन तरीका यही है कि जो चीज बोरिंग है
The most proven way to make money is that the thing that is boring,
[09:03] प्रोवन तरीका यही है कि जो चीज बोरिंग है आप उसको कीजिए। इसका मतलब क्या है?
The proven way is that the thing that is boring, you do it. What does this mean?
[09:07] आप उसको कीजिए। इसका मतलब क्या है? एसओपी बनाना, प्रोसेस मैनुअल बनाना हर
You do it. What does this mean? Creating SOPs, creating process manuals for every
[09:11] एसओपी बनाना, प्रोसेस मैनुअल बनाना हर डिपार्टमेंट के लिए, हर एक्टिविटी के लिए,
Creating SOPs, creating process manuals for every department, for every activity,
[09:13] डिपार्टमेंट के लिए, हर एक्टिविटी के लिए, रिपोर्टिंग टेंपलेट बनाना, डाटा एंटर करना
For the department, for every activity, creating reporting templates, entering data.
[09:16] रिपोर्टिंग टेंपलेट बनाना, डाटा एंटर करना रिपोर्टिंग टेंपलेट्स में, टीम मेंटर
Creating reporting templates, entering data in reporting templates, team mentor.
[09:19] रिपोर्टिंग टेंपलेट्स में, टीम मेंटर करना, कोच करना, ट्रेन करना, गाइड करना,
In reporting templates, mentoring the team, coaching, training, guiding,
[09:22] करना, कोच करना, ट्रेन करना, गाइड करना, कॉन्फ्लिक्ट रॉल्व करना, फीडबैक देना और
Doing, coaching, training, guiding, resolving conflict, giving feedback and
[09:25] कॉन्फ्लिक्ट रॉल्व करना, फीडबैक देना और लोगों को अकाउंटेबल होल्ड करना।
Resolving conflict, giving feedback and holding people accountable.
[09:28] लोगों को अकाउंटेबल होल्ड करना। यह बोरिंग काम है।
Holding people accountable. This is boring work.
[09:31] काम है।
Work.
[09:31] ज्यादातर बिजनेस ओनर क्या कहते हैं?
What do most business owners say?
[09:34] यार बैठ के समझाऊं, सिखाऊं।
Man, should I sit and explain, teach.
[09:38] ओके?
Okay?
[09:38] फिर भी वो नहीं समझे।
Still, they didn't understand.
[09:41] आधा काम करे।
They do half the work.
[09:41] फिर मुझे बाद में करना पड़े या बैठ के एसओपी डॉक्यूमेंट
Then I have to do it later or sit and create SOP documents,
[09:43] बनाऊं, प्रोसेस लेआउट करूं, उसको ऑटोमेट
design the process, automate it.
[09:47] करवाऊं।
Get it done.
[09:47] इस सबसे तो अच्छा है।
It's better than all this.
[09:49] मैं खुद जाके कस्टमर से बात कर लूं।
I'll go talk to the customer myself.
[09:51] इस सब से तो अच्छा है कि मैं खुद कस्टमर को संभाल लूं।
It's better than all this that I handle the customer myself.
[09:53] अच्छा है कि मैं खुद कस्टमर को संभाल लूं।
It's good that I handle the customer myself.
[09:53] अरे तुम कितनों को संभालोगे खुद?
Hey, how many will you handle yourself?
[09:56] और वो खुद करने में मजा आता है ना
And it's fun to do it yourself, isn't it?
[09:58] वह सेल्स मीटिंग में खुद जाने में मजा आता
It's fun to go to sales meetings yourself.
[10:00] है।
It is.
[10:00] दैट इज मोर एंटरटेनिंग देन स्क्रिप्ट
That is more entertaining than scripts.
[10:04] बनाना सेल्स की कि हां बोले तो क्या बोलना
Creating sales scripts, what to say if they say yes,
[10:07] ना बोले तो क्या बोलना फिर 10 अलग-अलग
what to say if they don't, then for 10 different
[10:10] इक्वेशन के लिए या सिचुएशन के लिए
equations or situations
[10:12] स्क्रिप्ट बनाना वो बोरिंग काम है ओके
creating scripts is boring work, okay.
[10:17] स्क्रिप्ट बनाना वो बोरिंग काम है ओके पीपल गेट बट बोरिंग मेक्स मनी बिकॉज़ अगर
Making scripts is that boring work, okay. People get, but boring makes money because if
[10:21] पीपल गेट बट बोरिंग मेक्स मनी बिकॉज़ अगर मैंने बोरिंग काम अच्छी तरीके से किया है
People get, but boring makes money because if I have done boring work well
[10:24] मैंने बोरिंग काम अच्छी तरीके से किया है अपने बिजनेस में कि मेरे मार्केटिंग का
I have done boring work well in my business, that my marketing's
[10:27] अपने बिजनेस में कि मेरे मार्केटिंग का एसओपी लेड आउट है कि वीडियो का टॉपिक
In my business, that my marketing's SOP is laid out, that the video's topic
[10:30] एसओपी लेड आउट है कि वीडियो का टॉपिक सिलेक्शन कैसे होगा। एडिटिंग कैसे होगी?
SOP is laid out, how will the video topic selection be? How will editing be?
[10:32] सिलेक्शन कैसे होगा। एडिटिंग कैसे होगी? डिस्ट्रीब्यूशन कितने बजे होगा?
How will selection be? How will editing be? At what time will distribution be?
[10:34] डिस्ट्रीब्यूशन कितने बजे होगा? ऑप्टिमाइजेशन कैसा होगा? मेरे सेल्स का
At what time will distribution be? How will optimization be? My sales'
[10:36] ऑप्टिमाइजेशन कैसा होगा? मेरे सेल्स का स्क्रिप्ट कैसे होगा? सेल्स में स्टेप्स
How will optimization be? My sales' script how will it be? In sales, the steps
[10:38] स्क्रिप्ट कैसे होगा? सेल्स में स्टेप्स क्या होंगे? कौन सा सपोर्ट मटेरियल सेल्स
How will the script be? What will the steps in sales be? Which support material for sales
[10:41] क्या होंगे? कौन सा सपोर्ट मटेरियल सेल्स में किस स्टेप पे यूज़ होगा? मेरा ऑपरेशंस
Will be? Which support material will be used at which step in sales? My operations'
[10:44] में किस स्टेप पे यूज़ होगा? मेरा ऑपरेशंस का एसओपी बनाना बनाया हुआ है कि परचेस
Will be used at which step? My operations' SOP has been made, that purchase
[10:47] का एसओपी बनाना बनाया हुआ है कि परचेस रिक्वायरमेंट कैसे जनरेट करेगा? ऑर्डर कब
SOP has been made, that how will the purchase requirement be generated? When will the order
[10:49] रिक्वायरमेंट कैसे जनरेट करेगा? ऑर्डर कब तक प्लेस करेगा? उसका चालान कंफर्मेशन कब
Will the requirement be generated? When will the order be placed? When will its challan confirmation
[10:51] तक प्लेस करेगा? उसका चालान कंफर्मेशन कब तक लेके आएगा? फिर डिलीवरी कब लेगा?
Will be placed? When will its challan confirmation be brought? Then when will delivery be taken?
[10:53] तक लेके आएगा? फिर डिलीवरी कब लेगा? प्रोडक्शन काम कब शुरू करेगा? डेली चेकक्स
Will be brought? Then when will delivery be taken? When will production work start? Daily checks
[10:56] प्रोडक्शन काम कब शुरू करेगा? डेली चेकक्स एंड बैलेंससेस क्या होंगे? यह सब बहुत
When will production work start? What will the daily checks and balances be? All this is very
[10:58] एंड बैलेंससेस क्या होंगे? यह सब बहुत बोरिंग है यार।
And balances be? All this is very boring, man.
[11:01] बोरिंग है यार। बट जिसने यह बोरिंग बनाया ना दे हैव बिल्ड
It's boring, man. But whoever made this boring, they have built
[11:05] बट जिसने यह बोरिंग बनाया ना दे हैव बिल्ड अ सिस्टम ऑफ रेप्लिकेशन
But whoever made this boring, they have built a system of replication
[11:08] अ सिस्टम ऑफ रेप्लिकेशन बट जिसने यह नहीं बनाया ना देन दे आर द
A system of replication. But whoever didn't make this, then they are the
[11:11] बट जिसने यह नहीं बनाया ना देन दे आर द सिस्टम
But whoever didn't make this, then they are the system
[11:13] सिस्टम लॉरी नहीं गई मैं फोन कर देता हूं चेक आया
System. The lorry didn't go, I'll make a call. Check came.
[11:16] लॉरी नहीं गई मैं फोन कर देता हूं चेक आया है बैंक में पैसे नहीं है मैं जुगाड़ चला
The lorry didn't go, I'll make a call. Check has come. There's no money in the bank, I'll manage.
[11:18] है बैंक में पैसे नहीं है मैं जुगाड़ चला देता हूं ओके कलेक्शन आनी है कस्टमर फोन देता हूं
There is no money in the bank, I'll manage. Okay, the collection is due, the customer is not picking up the phone, I'll go to his office.
[11:23] नहीं उठा रहे मैं उसके ऑफिस चले जाता हूं यह मैं मैं मैं करने वाले मैं करके बकरे बन जाते हैं अपने बिजनेस में
They are not picking up, I'll go to their office. These people who say 'I, I, I' become goats in their own business.
[11:33] सिस्टम बिल्डिंग, टीम बिल्डिंग सबसे बोरिंग काम है दुनिया का।
System building, team building is the most boring job in the world.
[11:39] बोरिंग काम है दुनिया का। बट पैसे वहीं से बनते हैं।
It's the most boring job in the world. But that's where the money is made.
[11:45] मैं मैं करके महीने का खर्चा निकल सकता है। बिजनेस का भी और आपका भी।
By doing 'I, I, I', you can cover your monthly expenses, both for the business and for yourself.
[11:51] बट आपको यह पूछना है अपने आप से।
But you have to ask yourself.
[11:54] व्हाट इज योर ऑब्जेक्टिव ऑफ बिल्डिंग द बिनेस? इनकम जनरेशन या वेल्थ क्रिएशन?
What is your objective of building the business? Income generation or wealth creation?
[11:59] इनकम जनरेशन करनी है तो हां खुद कर लो।
If you want to generate income, then yes, do it yourself.
[12:02] उसे फ्रीलांसिंग कहते हैं। खुद को ग्लोरिफाई मत करो।
That is called freelancing. Don't glorify yourself.
[12:06] उसको खुद को बिजनेस ओनर मत बुलाओ। कॉल योरसेल्फ अ फ्रीलांसर।
Don't call yourself a business owner. Call yourself a freelancer.
[12:08] फ्रीलांसिंग एक्साइटिंग होता है शुरुआती दिनों में।
Freelancing is exciting in the initial days.
[12:11] थोड़े सालों बाद फ्रस्ट्रेटिंग हो जाता है।
After a few years, it becomes frustrating.
[12:19] अगर सिर्फ घर का खर्चा निकालना है ना तो क्यों इतनी मगजमारी कर रहे हो?
If you just want to cover household expenses, why are you bothering so much?
[12:25] नौकरी ले लो।
Get a job.
[12:27] धंधा शुरू किया है।
You've started a business.
[12:30] इतने कष्ट ले रहे हो तो कोई अच्छा कष्ट लो जिससे अच्छा रिटर्न मिले ना।
If you are taking so much trouble, take some good trouble that gives a good return.
[12:37] इनकम जनरेशन और वेल्थ क्रिएशन दो अलग पाथ है।
Income generation and wealth creation are two different paths.
[12:42] मोस्ट बिजनेस ओनर्स यह इनकम जनरेशन के चक्रव्यूह में फंस जाते हैं और जिंदगी बीत जाती है।
Most business owners get trapped in this cycle of income generation and their lives pass by.
[12:51] बहुत ही कम बिजनेस ओनर्स वो मैच्योरिटी लेवल तक पहुंचते हैं जहां पर उनको यह क्लेरिटी होती है कि भाई मैं यह महीने का खर्चा निकालने के लिए नहीं कर रहा हूं।
Very few business owners reach that level of maturity where they have the clarity that I am not doing this to cover monthly expenses.
[12:59] मुझे वेल्थ क्रिएट करनी है।
I want to create wealth.
[13:03] मुझे लेगसी बिल्ड करनी है।
I want to build a legacy.
[13:05] मुझे खुद के लिए एसेट्स बनाने हैं।
I want to create assets for myself.
[13:08] अगर वो करना है तो वो रिटर्न सिर्फ मेरे अकेले की मेहनत में नहीं होगा।
If you want to do that, then that return will not come from my hard work alone.
[13:13] उस लेवल की रिटर्न लानी है तो मुझे एक एक
If you want to achieve that level of return, then I need to...
[13:22] उस लेवल की रिटर्न लानी है तो मुझे एक एक वेल्थ क्रिएशन इंजन बिल्ड करनी पड़ेगी।
If you want to bring returns of that level, then I will have to build a wealth creation engine.
[13:25] और वेल्थ क्रिएशन इंजन बिल्ड करनी पड़ेगी।
And a wealth creation engine will have to be built.
[13:28] और उस इंजन को चलाने के लिए एक टीम बिल्ड करनी पड़ेगी।
And to run that engine, a team will have to be built.
[13:32] सिस्टम बिल्डिंग, टीम बिल्डिंग इज बोरिंग
System building, team building is boring.
[13:36] सिस्टम बिल्डिंग, टीम बिल्डिंग इज बोरिंग बट बोरिंग मेक्स मनी।
System building, team building is boring, but boring makes money.
[13:39] बट बोरिंग मेक्स मनी।
But boring makes money.
[13:44] दैट्स द गेम।
That's the game.
[13:46] नाइस।
Nice.
[13:49] ऑल द पॉइंट्स आर क्रेजी। बट बहुत बेसिक फंडामेंटल्स हैं।
All the points are crazy. But there are very basic fundamentals.
[13:53] दे आर नॉट समथिंग व्हिच इज एक्स्ट्रा ऑर्डिनरी।
They are not something which is extraordinary.
[13:55] दे आर द मोस्ट बेसिक जेन्युइन थिंग्स व्हिच पीपल जेनुइनली मिस आउट।
They are the most basic genuine things which people genuinely miss out.
[13:58] आई विल टेल यू समथिंग राज।
I will tell you something, Raj.
[14:01] समथिंग राज।
Something, Raj.
[14:03] यह कंटेंट कंजमशन की दुनिया में ना।
In this world of content consumption.
[14:07] यह कंटेंट कंजमशन की दुनिया में ना।
In this world of content consumption.
[14:11] आई ऑलवेज से दिस टू पीपल कि अगर आप
I always say this to people, that if you
[14:15] कि अगर आप ऐसे हो कि आप हमेशा पडकास्ट सुनते रहते हो, कंटेंट कंज्यूम करते रहते हो, किताबें
If you are such that you are always listening to podcasts, consuming content, reading books
[14:22] हो, कंटेंट कंज्यूम करते रहते हो, किताबें पढ़ते रहते हो,
Yes, you keep consuming content, you keep reading books,
[14:23] पढ़ते रहते हो, कोर्सेस करते कोर्सेस करते कोर्सेस करते रहते हो।
you keep reading, you keep doing courses, doing courses, doing courses.
[14:24] यह एक ट्रैप भी हो सकता है वेयर यू नो अ लॉट इंटेलेक्चुअली।
This can also be a trap where you know a lot intellectually.
[14:28] कोर्सेस करते रहते हो।
You keep doing courses.
[14:28] यह एक ट्रैप भी हो सकता है वेयर यू नो अ लॉट इंटेलेक्चुअली।
This can also be a trap where you know a lot intellectually.
[14:31] सकता है वेयर यू नो अ लॉट इंटेलेक्चुअली।
It can be where you know a lot intellectually.
[14:31] इंफॉर्मेशन आपके पास बहुत है।
You have a lot of information.
[14:34] बट उस इंफॉर्मेशन को यू हैव नॉट ट्रांसलेटेड इनू एक्शन एंड रिजल्ट।
But you have not translated that information into action and results.
[14:37] तो देन दिस इंफॉर्मेशन इज कोलेस्ट्रॉल।
So then this information is cholesterol.
[14:41] एंड वी लिव इन अ वर्ल्ड ऑफ नॉलेज कोलेस्ट्रॉल।
And we live in a world of knowledge cholesterol.
[14:45] यह जो मैंने कितने 10 पॉइंट 11 पॉइंट दिए हैं यह पूरा पडकास्ट सुनने के बाद
These 10 points, 11 points that I have given, after listening to this entire podcast,
[14:48] इफ देयर इज समवन सिंसियर टू इवैलुएट कि ये 10 चीजें मेरे बिजनेस में हो रही है या नहीं हो रही है तो उनको वैल्यू मिलेगी
If there is someone sincere to evaluate whether these 10 things are happening in my business or not, then they will get value
[14:51] क्योंकि उनको डायरेक्शन मिलेगा एक एक्शननेबल स्टेप निकलेगा कि भाई मुझे डिफरेंशिएटर बनाना है।
because they will get direction, an actionable step will emerge, that I need to create a differentiator.
[14:55] मुझे एजुकेटर या स्टोरी टेलर या एंटरटेनर बनना पड़ेगा कि मुझे सिस्टम बनाने पड़ेंगे या मुझे राइट
I will have to become an educator or a storyteller or an entertainer, that I will have to build systems or I will have to right
[14:59] यह जो मैंने कितने 10 पॉइंट 11 पॉइंट दिए हैं यह पूरा पडकास्ट सुनने के बाद
These 10 points, 11 points that I have given, after listening to this entire podcast,
[15:04] इफ देयर इज समवन सिंसियर टू इवैलुएट कि ये 10 चीजें मेरे बिजनेस में हो रही है या नहीं हो रही है तो उनको वैल्यू मिलेगी
If there is someone sincere to evaluate whether these 10 things are happening in my business or not, then they will get value
[15:06] क्योंकि उनको डायरेक्शन मिलेगा एक एक्शननेबल स्टेप निकलेगा कि भाई मुझे डिफरेंशिएटर बनाना है।
because they will get direction, an actionable step will emerge, that I need to create a differentiator.
[15:10] मुझे एजुकेटर या स्टोरी टेलर या एंटरटेनर बनना पड़ेगा कि मुझे सिस्टम बनाने पड़ेंगे या मुझे राइट
I will have to become an educator or a storyteller or an entertainer, that I will have to build systems or I will have to right
[15:12] डिफरेंशिएटर बनाना है।
I need to create a differentiator.
[15:15] मुझे एजुकेटर या स्टोरी टेलर या एंटरटेनर बनना पड़ेगा कि मुझे सिस्टम बनाने पड़ेंगे या मुझे राइट
I will have to become an educator or a storyteller or an entertainer, that I will have to build systems or I will have to right
[15:17] डिफरेंशिएटर बनाना है।
I need to create a differentiator.
[15:20] मुझे एजुकेटर या स्टोरी टेलर या एंटरटेनर बनना पड़ेगा कि मुझे सिस्टम बनाने पड़ेंगे या मुझे राइट
I will have to become an educator or a storyteller or an entertainer, that I will have to build systems or I will have to right
[15:23] मुझे सिस्टम बनाने पड़ेंगे या मुझे राइट कस्टमर ढूंढना पड़ेगा।
I will have to build systems or I will have to find the right customer.
[15:26] मुझे ट्रिनिटी ऑफ़ कस्टमर ढूंढना पड़ेगा।
I will have to find the trinity of customers.
[15:26] मुझे ट्रिनिटी ऑफ़ मार्जिन कैलकुलेट करना पड़ेगा।
I will have to calculate the trinity of margins.
[15:28] उनके लिए मार्जिन कैलकुलेट करना पड़ेगा।
I will have to calculate the margin for them.
[15:28] उनके लिए यह एक एक्शन ड्रिवन पॉडकास्ट होगा।
This will be an action-driven podcast for them.
[15:33] बट अगर यह एक एक्शन ड्रिवन पॉडकास्ट होगा।
But if this is an action-driven podcast.
[15:33] बट अगर कोई यह सुन के खुद रिफ्लेक्ट नहीं करेगा
But if someone listens to this and doesn't reflect on it themselves.
[15:36] कोई यह सुन के खुद रिफ्लेक्ट नहीं करेगा कि यह मेरे बिजनेस में हो रहा है या नहीं
If someone listens to this and doesn't reflect on whether this is happening in my business or not.
[15:38] कि यह मेरे बिजनेस में हो रहा है या नहीं हो रहा है।
Whether it is happening in my business or not.
[15:40] लिटरली असेसमेंट डूइंग नॉट हो रहा है।
Literally assessment is being done, not happening.
[15:40] लिटरली असेसमेंट डूइंग नॉट डूइंग फॉर दी 10 पॉइंट्स।
Literally assessment is not being done for the 10 points.
[15:43] डूइंग फॉर दी 10 पॉइंट्स।
Being done for the 10 points.
[15:43] और सिर्फ कमेंट करेगा ना बेसिक ज्ञान ब्रो
And if they just comment 'basic knowledge bro'.
[15:47] और सिर्फ कमेंट करेगा ना बेसिक ज्ञान ब्रो से भाई तेरा बैंक अकाउंट दिखा तू पहले
And if they just comment 'basic knowledge bro', saying 'brother, show your bank account first'.
[15:52] से भाई तेरा बैंक अकाउंट दिखा तू पहले क्योंकि कमेंट करना इस दुनिया का आज की
Saying 'brother, show your bank account first' because commenting is the easiest thing in this world today.
[15:55] क्योंकि कमेंट करना इस दुनिया का आज की डेट में सबसे आसान काम है
Because commenting is the easiest thing in this world today.
[15:55] कैपेबिलिटी इज नॉट व्हेन यू नो कैपेबिलिटी
Capability is not when you know, capability.
[15:59] कैपेबिलिटी इज नॉट व्हेन यू नो कैपेबिलिटी इज़ व्हेन यू डन इट
Capability is not when you know, capability is when you have done it.
[16:02] नोइंग की आज रेलेवेंस ही नहीं है क्योंकि
Knowing that today there is no relevance because.
[16:07] नोइंग की आज रेलेवेंस ही नहीं है क्योंकि एआई है कब कब भी कुछ भी जान सकता हूं मैं।
Knowing that today there is no relevance because AI is there, I can know anything anytime.
[16:11] एआई है कब कब भी कुछ भी जान सकता हूं मैं।
AI is there, I can know anything anytime.
[16:11] नोइंग कि रेलेवेंस इज जीरो।
Knowing that relevance is zero.
[16:14] नोइंग कि रेलेवेंस इज जीरो।
Knowing that relevance is zero.
[16:14] एबिलिटी टू डू एंड प्रोड्यूस अ रिजल्ट इज
The ability to do and produce a result is.
[16:18] एबिलिटी टू डू एंड प्रोड्यूस अ रिजल्ट इज प्रूफ ऑफ कैपेबिलिटी।
The ability to do and produce a result is proof of capability.
[16:22] थैंक यू सो मच यह
Thank you so much, this.
[16:24] प्रूफ ऑफ कैपेबिलिटी।
Proof of capability.
[16:24] थैंक यू सो मच यह क्लिप एंड तक देखने के लिए।
Thank you so much for watching this clip till the end.
[16:27] अगर आपको और भी ऐसी क्लिप्स देखनी है तो राज शिममान क्लिप्स चैनल को सब्सक्राइब कर लीजिए।
If you want to watch more such clips, then subscribe to the Raj Shimman Clips channel.
