Oct 29, 2026 · 11 min · 7 segments
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And to illustrate this point, Think of two salesmen making outbound sales calls.
First salesman, he wants to measure whether he's successful in that call, he makes the sale, or whether he isn't, he doesn't make the sale.
Second salesman says, yes, I want to know those things but I'm going to go smaller.
I want to know first milestone, is the person staying on the phone with me for 10 seconds? Second milestone, Did I finish my entire 30-second pitch? After that, did they ask me a buying question within the first two minutes? And so on all the way through to the close.
It goes without saying, this guy over here who has smaller milestones is going to do better because he can diagnose where he's going wrong.
This guy, on the other hand, can say, my first 10 seconds are great, my first 30 seconds are great, but I'm missing something after that that isn't going the way I need it to.
And I saw myself feeling like, okay, if I'm doing well, that means I get the submission.
What has gone better for me is rather than say, you know what, forget the submission, I need a smaller step which is going to be, can I break this guy's posture, right? Can I grab his wrist, pull it off my chest and pull him to me? Yes or no, crap, I'm not doing that thing right.
Okay, what am I doing wrong? Fix the wrist, fix it, okay, I've got that piece, next step.
When you deconstruct things in this way, that's what Tim Ferriss calls it, you can chunk all these little lessons together.
You just reassemble these pieces and you will fly through the learning curve.
And to illustrate this point, Think of two salesmen making outbound sales calls.
First salesman, he wants to measure whether he's successful in that call, he makes the sale, or whether he isn't, he doesn't make the sale.
Second salesman says, yes, I want to know those things but I'm going to go smaller.
I want to know first milestone, is the person staying on the phone with me for 10 seconds? Second milestone, Did I finish my entire 30-second pitch? After that, did they ask me a buying question within the first two minutes? And so on all the way through to the close.
It goes without saying, this guy over here who has smaller milestones is going to do better because he can diagnose where he's going wrong.
This guy, on the other hand, can say, my first 10 seconds are great, my first 30 seconds are great, but I'm missing something after that that isn't going the way I need it to.
And I saw myself feeling like, okay, if I'm doing well, that means I get the submission.
What has gone better for me is rather than say, you know what, forget the submission, I need a smaller step which is going to be, can I break this guy's posture, right? Can I grab his wrist, pull it off my chest and pull him to me? Yes or no, crap, I'm not doing that thing right.
Okay, what am I doing wrong? Fix the wrist, fix it, okay, I've got that piece, next step.
When you deconstruct things in this way, that's what Tim Ferriss calls it, you can chunk all these little lessons together.
You just reassemble these pieces and you will fly through the learning curve.
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