ABSTRACT
He spent another ten minutes or so probing us on our travel destinations of choice and pulling up pictures of beautiful resorts around the world. The one question he didn’t ask us was what type of accommodations we typically stay in when we travel. If he had, he would have learned that we prefer bed and breakfasts and boutique hotels rather than large resorts. Had he learned this essential detail about his audience, he might have tailored his sales pitch to describe all the properties we could tap into, personally owned timeshares in more out-of-the-way locations. Instead, I only saw “big hotel resort” aka “not for me.” While we still may not have purchased a timeshare, the conversation would have been oriented around our reality versus the company’s products.
