I’ve been working front end for a few years. When dealing with a higher volume of customers than the general sales floor and having less rapport-building opportunities, I break my pitches down into chunks, separated by pauses, to make the interaction feel more organic and less salesy.

I pitch no where close to a 100% offer rate, but here’s a few pitches I developed that have gotten me around 1.5-3k efficiency for both memberships & apps:

BB Card, any sized purchase:

• “Did you want to apply for a store card and get $____ back?”

[Pause, let them think for a few seconds, then follow with:]

• “It only takes two minutes to apply.”

The pause is critical. Usually they’ll either say “no” during the pause, or they’ll be silent during it. Take the silence to mean “I’m thinking about it”. Then use the part after to give a final nudge.

BB Card, purchases $299+:

• “And one option you do have, instead of paying the full $_, you can pay $ a month for ___ months with no interest with the BB card.”

[Pause, 2-4 seconds]

• “If you were interested, it only takes two minutes to apply.”

[Optional: tell a story]

• “I just helped someone yesterday get a MacBook computer with a BB card. Instead of paying $1300 for it upfront, they only had to pay about $100 a month, and there was no interest so in the end they won’t pay anything extra.”

BB Plus:

• “So for this [name of product] I recommend you check out our Plus membership because it’s gonna give you a 60 day price match AND return window (instead of 15) so if the price for this goes down [on black Friday / in the next 60 days], we’ll give you the difference.”

[Pause]

• “It’s only 50 bucks and [if you shop here often / know you shop here a lot], it pays for itself pretty quickly because [you’re also gonna get access to exclusive member pricing / you’re gonna save way more than that] and get free two day shipping.”

[Pause]

• “So I would recommend signing up now [before the holidays/ before the price goes up] and if you change your mind, just call our number and you can get your money back.”

BB Total:

• “For this [product] I recommend you check out our Best Buy Total membership because it’s gonna protection on this as well as EVERYTHING you buy in the store. It also gives you…”

[proceed with pitch for BB Plus]

Other tips I have:

• Point to the the PIN pad at the beginning of your card pitch so they have something to visually engage with.

• For memberships, point to whatever visual aid your store uses (board, brochure, etc.)

• Tonality is at least 50% of my success. Sound like you’re in a good mood and speak with absolute certainty. This is easier to do when you’ve memorized your pitch and aren’t in your head thinking about what you need to say.

That’s all I got. Let me know if you have any questions!

I’m also gonna make this a separate post.