"I'm not sure if the rewards align with my spending habits"

This is a common concern, especially when people feel like credit card rewards won’t really benefit them or match how they spend. Your goal here is to help the prospect understand how the rewards can fit their lifestyle and spending habits. If necessary, offer flexibility by pointing out different types of rewards (cashback, travel points, dining perks, etc.) that might be more appealing to them.

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Underlying Concerns:

• The prospect feels that the rewards offered by the credit card may not be relevant to their regular purchases.
• They may think that their spending habits don’t allow them to accumulate meaningful rewards.
• They could have had past experiences where rewards seemed difficult to redeem or weren’t very valuable for them.

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How to Tackle This Objection:

1. Acknowledge their concern: Validate that matching rewards to spending habits is important.
2. Ask about their spending habits: Engage them with questions to understand how they typically use their credit card.
3. Align the card’s rewards with their spending patterns: Highlight relevant categories (e.g., grocery, dining, fuel, travel) that match their habits.
4. Explain the flexibility of rewards: Show that rewards can often be used for a wide range of activities or converted into cash, vouchers, or miles.
5. Offer personalized examples: Give specific examples of how their spending could earn them meaningful rewards.

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Sample Script (Detailed and Simple Language):

Prospect: "I'm not sure if the rewards align with my spending habits."

You: "That’s a great point, and I’m glad you’re thinking about how the card fits your lifestyle. It’s important that the rewards you earn actually benefit you."

• "Let me ask, what do you usually spend on? For example, do you find yourself spending more on things like groceries, dining, fuel, or travel?"

(Let the prospect share their primary spending areas.)

You (if they spend mostly on groceries/dining): "Great! Based on what you’ve told me, our card offers up to X% cashback on grocery and dining purchases. This can really add up, especially if you’re using the card for everyday expenses."

• "For example, if you spend ₹10,000 a month on groceries and dining, you’d earn ₹X in cashback over the course of a year. Plus, we regularly have special promotions that can boost your rewards for dining at popular restaurants or even grocery shopping online."

You (if they spend more on travel): "If you’re someone who likes to travel, our card also offers travel rewards—you can earn air miles for every rupee spent on flights, hotels, and even local transportation. If you book your tickets through certain airlines or platforms, you get extra points that you can redeem for free flights or discounts on hotel stays."

• "The card is also loaded with airport lounge access and discounted bookings, which really enhances the value of your travel-related spend."

Prospect: "But I don’t always spend on big things like travel, just regular stuff."

You: "That’s completely fine! In fact, the best part is that the rewards on our card are really flexible. Even if you’re not making large purchases, you’ll still earn rewards on things like utility bills, online shopping, and fuel. And if you’d prefer, you can also convert your points into cashback, which you can apply directly to your credit card bill."

• "What’s nice is that these rewards can be used in a variety of ways, whether that’s paying down your balance, getting gift vouchers for online shopping, or even donating them. You can use them as they suit you best."

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Probing Questions to Engage the Prospect:

• "What’s your main spending category—groceries, dining out, travel, or something else? I can show you how the rewards align with that."
• "Do you prefer cashback, air miles, or vouchers? Our card gives you the flexibility to choose."
• "How do you typically use your current credit card, and what’s one area where you’d love to see more rewards?"

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Call to Action:

The next step is to offer a tailored discussion or meeting where you can show them how the rewards would specifically benefit their spending habits.

Example:
"Let’s set up a quick call where I can show you exactly how your current spending would earn rewards with this card. I’ll also go over a few ways you can maximize your points, whether you prefer cashback or travel perks. Would that work for you?"

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Key Points to Emphasize:

1. Relevant Rewards Categories: Highlight rewards that match their most frequent spending areas, whether it’s groceries, dining, fuel, or travel.

2. Flexibility of Rewards: Reassure them that rewards are flexible—whether they want cashback, travel perks, or gift vouchers, they can use points in a way that fits their preferences.

3. Personalized Examples: Provide concrete examples of how their spending will turn into rewards. For instance, show them the potential savings on grocery shopping or the benefits of air miles if they travel often.

4. Ongoing Promotions: Let them know that you regularly offer special promotions (e.g., extra points on certain purchases), which could align with their lifestyle and boost their rewards.