Blog

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 with affluent clients, I offer a more human, emotionally aligned way of understand

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 excellence to reposition itself for the future of luxury. Episode Summary Throughout mu

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 thoughtful gifting can deepen relationships, drive revenue, and humanize luxury in

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 affluent clients buy with their emotions and “need of the soul,” not practicality. W

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 shapes behavior, creates radiance, and becomes a driver of loyalty and well-being in

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 thoughtful access and curiosity transform trips and customer relationships into lifelong

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 performance, especially necessary in luxury, where expectations are sky-high

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 culture influence luxury buying behavior. Our conversation bridges the worlds

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 uncertainty, predict trends, and turn intuition into action. We discuss how data en

Introduction In this episode of Selling Luxury , I welcome Elizabeth Solaru, CEO of Elizabeth’s Cake Emporium and founder of the...

Introduction ABASK has achieved what most considered impossible: a truly luxurious experience, entirely online. In this episode, I speak...

Introduction In this episode of Selling Luxury , I sit down with client experience expert, leadership strategist, and keynote speaker...

Introduction In the heart of Reims, France, the capital of Champagne, I sat down with François Van Aal, President of the historic Maison...

Introduction Welcome to Selling Luxury . For more than 40 years, I’ve had the privilege of working with some of the most affluent people...