Selling Luxury with Jeffrey Shaw
Hosted by Jeffrey Shaw, a portrait photographer turned luxury brand strategist and author of 'Sell to the Rich', this podcast explores the complex mindset and behavior of selling to affluent clients. Drawing on over 40 years of experience with ultra-high-net-worth individuals, Shaw and his guests discuss what motivates luxury buyers, how to create unforgettable client experiences, and strategies for building a luxury brand. Each episode features high-level conversations with industry leaders, luxury brand executives, and insiders who understand what it takes to sell and serve at the highest level. The show offers practical insights for refining a luxury brand, elevating client experiences, and connecting with wealthy customers.
Episodes
14: Avoid the Sales Trap: Luxury Buyers Don't Need Persuasion
Introduction In this solo episode of Selling Luxury, I challenge one of the most common assumptions in sales. That persuasion is what drives high-end buying decisions. Recorded during the peak holiday selling season, this episode explores why traditional persuasion tactics often fall flat in luxury sales and what truly moves discerning buyers to say yes. Drawing from decades of working closely wi
13: Selling Luxury with Stefan Stešević: When a Country Becomes a Luxury Brand
Introduction In this episode of Selling Luxury, I have an opportunity to speak with Stefan Stešević, Founder and CEO of the Montenegro Luxury Association, whose bold mission is to elevate an entire country into a premier luxury travel destination. Beyond tourism, Stefan's work offers a live case study in how any luxury business can use intention, sustainability, emotional resonance, and excellenc
12: Selling Luxury with Kade Kimber: Beyond December and Into True Gifting Strategy
Introduction It's gifting season, but are those year-end gift boxes really doing what you think they're doing? In this episode, I speak with premium gifting strategist Kade Kimber, founder of Kimber and Oak, about transforming gifting from a December habit into a powerful, year-round luxury business strategy. From "authenticity at scale" to measuring the performance of a gift, we explore how thou
11: Selling Luxury with Antonio Paraíso: Desire, Mystique, and the New Luxury Buyer
Introduction In this episode of Selling Luxury, I'm joined by international luxury marketing consultant Antonio Paraíso, known for his work on emotional branding and "the art of making people dream." Together, we explore how desire, not need, drives luxury buying, and how brands can create longing through beauty, storytelling, symbolism, scarcity, and mystique. Episode Summary We unpack why aff
10: Selling Luxury with Dr. Michael Spicher: Beauty and the Aesthetic Advantage
Introduction Luxury isn't only what we make or how things look. It's how it makes people feel. That's where beauty and aesthetics come in. In this episode, I have a wonderful conversation with Dr. Michael Spicher, consultant in aesthetics and philosophic thinker, about beauty as a strategic advantage. Drawing from philosophy, neuroscience, and psychology, we explore how beauty and aesthetics shap
9: Selling Luxury with Tom Marchant: Luxury Travel and the Art of Anticipation
Introduction Luxury travel isn't just about impressive amenities and thread counts. It's first and foremost about feelings. In this episode, I sit down with Tom Marchant, co-founder of Black Tomato, the award-winning travel company known for designing emotionally rich, highly personalized journeys. We unpack a "feelings-first" approach, why anticipation is a core luxury element, and how thoughtfu
8: Selling Luxury with Gaëlle Devins: Where Flow Leadership Meets Humanity
Introduction In this episode of Selling Luxury, I have a delightful conversation with Gaëlle Devins, Chief Customer Officer and Executive Board Member at Breitling, executive coach, consultant, and author of Flow Leadership: Unleash the Power of People, Purpose and Performance. Known for her warm, human approach to leadership, Gaelle shares how vulnerability, purpose, and genuine care can elevate
7: Selling Luxury with Ben Voyer: Inside the Mind of the Modern Luxury Buyer
Introduction In this episode of Selling Luxury, we explore the psychology of affluent buyers through a research-based lens with behavioral scientist Professor Ben Voyer, chairholder of the Cartier Turning Points Research Chair at ESCP Business School and the London School of Economics. Ben offers a rare blend of academic understanding and real-world insight into how identity, self-perception, and
6: Selling Luxury with Jonathan Siboni: When Data Meets Desire and Insight Becomes Seduction
Introduction In this episode of Selling Luxury, I sit down in person with Jonathan Siboni, Founder and CEO of Luxurynsight, at their Paris-based offices, to explore how data and emotion coexist in shaping today's most successful luxury brands. While my work centers on emotional behavior and human insight, Jonathan's focus is on using data for brand direction, helping luxury companies navigate unc
5: Selling Luxury with Elizabeth Solaru: Diversity Lessons Luxury Brands Can't Afford to Ignore
Introduction In this episode of Selling Luxury, I welcome Elizabeth Solaru, CEO of Elizabeth's Cake Emporium and founder of the Diversity in Luxury Awards. With more than 20 years of experience across industries, Elizabeth has become a powerful voice for inclusivity in an industry long defined by exclusivity. Together, we explore what diversity really means in luxury today, from cultural nuances
4: Selling Luxury with Tom Chapman: Creating the Impossible Luxury Experience Online
Introduction ABASK has achieved what most considered impossible: a truly luxurious experience, entirely online. In this episode, I speak with co-founder Tom Chapman to unpack how ABASK blends craftsmanship storytelling, meticulous curation, and UX discipline to deliver experience, trust, and delight online, offering lessons any brand can apply to elevate their digital (and in-person) experience.
3: Selling Luxury with Neen James: Elevating Through Exceptional Experiences
Introduction In this episode of Selling Luxury, I sit down with client experience expert, leadership strategist, and keynote speaker Neen James, author of Folding Time, Attention Pays, and the forthcoming Exceptional Experiences (Oct 14). We dig into why "exceptional is the new standard," how luxury is a mindset, and the practical systems that turn moments into loyalty and advocacy. Episode Sum
2: François Van Aal: The Long Game in Champagne
Introduction In the heart of Reims, France, the capital of Champagne, I sat down with François Van Aal, President of the historic Maison Champagne Lanson. Known for honoring centuries-old traditions while guiding the brand into a vibrant future, François offers a rare glimpse into the business mindset behind one of the world's most celebrated champagne houses. At the center of our conversation: t
1: Selling Luxury: The Premier Episode
Introduction Welcome to Selling Luxury. For more than 40 years, I've had the privilege of working with some of the most affluent people in the world. What I've discovered is that selling luxury isn't really selling at all. It's an act of service, understanding, and connection. That's what inspired me to launch this podcast. After hosting The Self-Employed Life for 11 years and 1,000 episodes, I'm
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