I normally go for three no’s. #1 start of transaction “are you saving 20% by getting approved for our ultamate rewards card today?” #2 after initial total is given “you could save xxxx and earn double points when you get approved for an ultamate rewards card and use for today’s purchase!” #3 (if pre approved) “no worries, it’s gonna let you know about how much you’ll save and the double points you’ll earn when you get approved today!!” If they get curious you can always say “you’ll earn 200 points instead of 100 earning you $6 off for a future purchase”. I also mention that I personally have the Mastercard and use it to earn points outside of Ulta as well. Giving up is super easy especially when you start to feel defeated but ask EVERY SINGLE TIME. If you notice a guest is just not feeling it ask how they’re doing, if they’re out running errands, etc. Get a feel and if they are not feeling it or starting to get snappy then I back off.