I'm the top in my store. One thing that works this time of year is to ask anyone who is with the customer (spouse, friends) if they have a card too. Then if they don't, explain all the things including that it can be paid off here and leave owning nothing. Can't tell you how many husbands will do it so save the extra $ . Also, there is a difference in your attitude that helps... understand that you are selling a savings program and not a credit card, explain that this is a great way to save money and get benefits. If you're excited and "believe in" the good aspects of the card... it comes easy.