Imagine a script of a sales call is like the skin of the body Imagine a framework of a call is like the bones of the body Which one is more easily understood? The bones! If I lay out all the pieces of human skin in front of you, you might be a bit confused about whatever you're looking at. However, If I realign the whole human bone structure in front of you, you'll know it's a human. The point is, that you want a generalized idea of what to do on a 1 call close. A general framework You do not, however, need to know every question you're going to ask, every pause, every small objection handling word, etc That will confuse your brain. If you focus on "I'm going to find out why this problem is a problem they wanna get rid of" or "wait they said this but now they said that I'm going to find out what's with that" You will sell more. Literally. Because the focus is less on each process of the sale, and more focused towards helping the person and having a conversation with them