the only sales prospecting guide you’ll ever need

a simple conversation structure that helps prospects see their own reality, feel the need for change, and get ready to take action without pressure.

prospecting is not done to push, pitch, or persuade. it’s the process of guiding someone through their own story until they see clearly where they are, where they want to be, and what’s in the way. once that happens, change becomes their decision, not your demand.

at verveschool, we call this the pendulum framework. it works because it mirrors how people naturally.

past → present → future → choice.

it also builds on what we call the mirror game: the person you’re speaking with is your reflection. you don’t know their world yet, so you ask for permission to step inside.

you uncover their backstory, feel their present struggles, challenge their flawed plans, and finally offer a roadmap.

when you do this well, you’re not selling at all. you’re showing them their own reflection so clearly that the next step feels inevitable.

consult, don’t sell

help prospects see their reality, feel the need for change, and choose action themselves. you advise, you don’t push. your salary is fixed. you listen more than you talk. you don’t pitch until they’re ready for change.

phase a.
the past (30%)

build comfort, understand their story and mindset, and set a tone of curiosity.

  • tell me a bit on your background and how you came to consider this path

  • what made you think this might be the right move for you

  • who or what first inspired you to pursue this goal

  • when did you start thinking seriously about making a change

keep it light and curious. avoid interrogating details or judging choices. this is about trust, not an audit.

phase b.
the present (40%)

explore their current reality, uncover obstacles, and amplify authentic pain.

  • where are you right now in your progress

  • what concrete steps have you taken recently

  • how much time or energy are you putting into this each week

  • what specific challenges or blockers keep showing up

  • how do you feel about your progress so far

  • what’s been most frustrating about this stage

  • if nothing changes, what will life look like in 6–12 months

let them name and feel their own pain. resist the urge to solve or soften it too soon or quickly.

phase c.
the future (30%)

clarify their desired outcome, pressure-test their plan, and surface urgency.

  • what’s your exact goal and when do you want to reach it

  • what’s your current plan to achieve this

  • how confident are you that the plan will work

  • what would you do if it doesn’t work

  • how urgent does this feel for you right now

  • if you succeed, how will that change your life

  • if you don’t succeed, what will that mean for you

gently challenge overconfidence and bring out the emotional stakes. let them feel both sides of the future.

bridge THE gap
transition (don’t pitch)

move naturally from reflection to invitation by showing you’ve listened, normalizing their struggle, and opening a door without pressure.

  • you want [goal] but you’re facing [problem]

  • many people get stuck at this stage.

  • would you like to see how others broke through?

  • if it’s not a fit, no pressure.

transition only when they’re ready. solutions matter only when the pain is real and the future is clear.

you’re talking with someone who wants to switch careers. they tell you about their past: studied engineering, drifted into admin roles. they had a few wins, but nothing that felt like real progress.

in the present, they admit they’re stuck. they’ve taken courses, but they feel behind. you ask: how does that feel… they pause, then say: honestly, frustrating. you let the silence do the work.

when they look in the future, they want to land a product role within a year. their plan? maybe another certificate. when you ask: what if it doesn’t work… the anxiety is clear.

this is the moment to bridge.

so, what i’m hearing is this: you want to move into a product role within a year, but right now you feel stuck and behind. many people get stuck here: you’re not alone. would you like to see how others broke through? if it’s not a fit, no pressure.

and instead of defending themselves, they lean in. they’ve just given themselves permission to explore a solution.

prospecting done this way doesn’t feel like pushing. it feels like clarity.

when you mirror someone’s past, let them feel their present, and carefully open their future…

change becomes their idea and that’s why it sticks.

listen to thIS voice NOTE i sent a member. watch every phase, every question, and the exact flow into the bridge.

3x results in 2 months. this is how to run a call, not recite a script.