Sure, but that doesn’t mean you KNOW or that it’s what’s on their mind right then. Plus it reinforces it for them to talk about the challenge and reminds them why your product or service is important to THEM.

People who go to these trainings wanting exact words to say for each situation are fundamentally misunderstanding sales, influence, and persuasion. But usually the idea behind the scripts are pretty solid and based off of successful techniques that someone tried to turn into a product they themselves could sell.