They must have a profile on everyone and make different offers to different people. We get offered 20,000-25,000 Bonvoy points most times. I refuse to do it for that amount anymore and when I ask for 35,000 they usually tell me that all the resorts are now coordinated and offer no more than 25,000. On rare occasions they will give me the 35,000 but on our last visit at a certain resort (on the Vistana end of the business) the person at the concierge desk agreed to up the offer from 25,000 to 35,000 but then called us the evening before the presentation and said his boss didn't approve the 35,000 and asked if we wanted to do it for 25,000. We declined...
Given your experience I should up my ask to 40,000 at least
When we do go we always vow to leave on time but somehow often get sucked into spending 2+ hours there even though both us and the salesperson know from the first 5 minutes we won't buy anything. Between the time to get coffee, smalltalk and the salesperson coming in and out time somehow flies.