"I don't travel enough to benefit from rewards"

This objection likely comes from the prospect associating the credit card’s rewards program with travel-related perks like air miles, hotel points, or airport lounge access, which may not be relevant to their lifestyle. Your goal is to reframe the benefits by showing them how the card’s rewards program can be valuable for everyday spending (like groceries, dining, online shopping) and non-travel rewards, while positioning it as a flexible tool for both everyday use and future travel when needed.

Underlying Concerns:

• The prospect believes that most of the rewards are travel-related, such as air miles or hotel stays, and since they don’t travel often, they don’t see the value in the card.
• They might be overlooking the non-travel rewards and benefits that can be useful in their daily life.
• They could be concerned that they won’t be able to redeem rewards easily if they don’t use travel services frequently.

How to Tackle This Objection:

1. Acknowledge their concern: Show that you understand how travel rewards may not seem appealing to someone who doesn’t travel frequently.
2. Reframe the rewards: Emphasize the card’s everyday rewards categories, like cashback, points on groceries, dining, fuel, or online shopping.
3. Highlight flexibility: Explain how the rewards can be redeemed for more than just travel, such as gift vouchers, cashback, or discounts on purchases.
4. Show future benefits: Mention that while they may not travel often now, having a card with travel rewards could be useful for occasional trips or vacations, adding extra value when they do decide to travel.

Sample Script (Detailed and Simple Language):

Prospect: "I don’t travel enough to benefit from rewards."

You: "I completely understand. If you’re not traveling frequently, it might feel like a card with travel rewards wouldn’t be very useful. But the great thing about this card is that it’s not just about travel—it offers rewards on everyday purchases that you’re already making."

• "For example, you can earn cashback or points on things like groceries, dining out, online shopping, and even fuel. A lot of our customers actually find that they earn most of their rewards from these everyday categories rather than travel."

• "Plus, you can use your rewards for more than just flights or hotels. They can be redeemed for gift vouchers, discounts on your purchases, or even cashback that you can apply directly to your card balance. So even if you’re not traveling, you can still make the most out of your spending."

Prospect: "But I’m not sure if I’ll ever really use those points or vouchers."

You: "That’s understandable. What’s nice about this card is that the rewards are very flexible. You’re not locked into any one category. For example, if you earn points, you can convert them into cashback that you can use to reduce your credit card bill or use them for things you buy regularly, like shopping or dining."

• "And if you do decide to travel in the future—even just for a short vacation—you’ll still have the option to use your points for free flights or hotel stays, which can save you a lot of money. It’s like having an extra benefit in your pocket for whenever you’re ready to use it."

• "I’d love to set up a quick meeting where I can show you all the ways you can earn and use rewards, even if travel isn’t your priority right now. Does later this week work for you?"

Probing Questions to Engage the Prospect:

• "What types of purchases do you make most often—groceries, dining out, shopping online? I can show you how to maximize rewards in those categories."
• "Would it be more useful for you to earn cashback or vouchers instead of travel-related rewards?"
• "Have you had a rewards card before where you felt like you didn’t get much value from the points?"

Call to Action:

Invite the prospect to a short meeting where you can walk them through the everyday rewards and flexibility of the card, helping them see the value even if they aren’t frequent travelers.

Example:
"Let’s schedule a quick 10-minute meeting where I can show you exactly how the rewards program works for everyday spending, like groceries or online shopping. I can also show you some flexible ways to redeem those rewards for cashback or gift vouchers. Would you be available this week?"

Key Points to Emphasize:

1. Everyday Rewards: Highlight that the card isn’t just for travel. It offers rewards on everyday purchases like groceries, fuel, dining out, and online shopping, which they’re likely already spending on.

2. Flexible Redemption: Reassure them that they can use their rewards for cashback, gift vouchers, or discounts on purchases—not just travel perks. The flexibility of redemption makes it easy to get value out of the rewards, even if they never travel.

3. Potential Future Travel: Gently mention that while they may not travel often now, the travel-related benefits (such as free flights, hotel stays, or lounge access) are there if they ever do decide to take a trip, adding extra value.

4. Value for Non-Travelers: Stress that many customers earn rewards primarily through non-travel categories and find significant value in redeeming rewards for things like shopping, dining, or reducing their card balance.