Ok, your bosses have a script that the company has been using for years. You just started with the company in sales and they want you to use it. You start using it and notice that your getting a lot of rejection. Now What? First, if you have been reading my other blog articles, you will realize that 75% of the prospects you are talking to don’t act or speak like you do. In order for them to make sense out of your script, you need to first build rapport with them in their communication style and them customize the script with the trigger words that match their communication style. Having great rapport with them causes them to listen and be more open with you, so you probably won’t need much of the script anyway.