Add- On

2. Practice paraphrasing back what the guest says to you, in your head, while the guest is talking, and at the same time, try to formulate _________ that will give you more information about the guest's needs.
6. Show at least three (3) ___________ with each wax selection.
7. As a selling professional, you must become an excellent _____ listener.
10. Mention and show additonal fragrances to __________ the fragrance the Guest is interested in.
12. __-sell jar sizes: Small to Medium; Medium to Large
13. To successfully add-on to each sale, use the non-__________ selling behaviors.
15. The facts about a product
17. Adding- on to the sale is not pushy or improper: It is a true ________ service only sales professionals offer.

1. Believe it or not, most guests respect and enjoy __________ selling.
3. Associate receives no less than three (3) "___" before stopping suggestive selling and add-ons.
4. Once you feel that you have a clear understanding of the guest's needs or preference, you'll be able to present the appropriate ___________.
5. Often times, the Sales Associate ends the sale before the guest does because the guest has reached the __________ mental spending limit... not the guests.
8. Hand the guest a shopping basket after the _____ item is in the Guest's hands.
9. When you start talking about specific Yankee Candle products or fragrances, the guest may begin to give ________ clues.
11. How to hold and present our fragrances and products speaks volumes to our guests about how we feel about our product-- your _______!
14. The "so what?" behind a feature.
16. _____-sell additional fragrance items in the same fragrance the Guest is interested in.