Welcome to Selling Luxury, the podcast produced by the editors of Luxury Travel Advisor. This series inspires and educates travel advisors who want to enter the luxury arena and provides great insights for those advisors who are already successful in this niche.
Ruthanne Terrero, VP and editorial director of Luxury Travel Advisor, chats with Larry Pimentel, president and CEO of Azamara, a member of the Royal Caribbean Cruises Ltd. family of cruise lines. Here, Larry talks about affluent travelers, the experiences that appeal to them and what’s new in the world of Azamara.
Among Pimentel’s top tips for selling luxury travel is that “people will stretch [their budget] for the right experiences, irrespective of their economic capability.” So, never pigeonhole your clients into a bucket or category, where you expect them to be spending. On that note, Pimentel says luxury travel advisors must constantly ask their clients “asking a series of qualifying questions about what they’re looking for, what their dream is, what they think their personal luxury is.” He says that people’s travel goals or spend may change over time and it’s crucial to stay informed.