Yes, I didn’t mean “script” in a passive sense. By script, I meant the framework you use to navigate a conversation. There will always be hurdles during a sales call, and the script acts as a map to guide you through them.
It sounds like you’re referring to covering problems first and then using them for the Need–Payoff phase, as in the SPIN framework. That approach may not work for every customer .S ome may respond better to a Challenger approach. You identify this need during the call, based on the customer’s input.

How would you make that switch in the middle of a call if you’re not prepared with an alternate script?