The Buyer Facilitator by Topaz Sales Consulting

Topaz Sales Consulting
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A podcast from Topaz Sales Consulting covering sales beliefs, leadership development, hiring, training, and the philosophies behind consultative selling. Each episode is packed with insights from decades in the field, real-world stories, and tools you can use to turn your team into a revenue-generating machine.

  1. 6D AGO

    How to Earn a Buyers Trust with Empathetic Questions

    Buyers don’t trust salespeople. That’s the reality every sales conversation starts with today. In this episode of The Buyer Facilitator Podcast, Jorge Chavez explains why buyer skepticism is really about pressure, not objections, and how leading with empathy can immediately lower resistance. You’ll learn how slowing down, listening deeply, and asking better questions helps buyers feel understood, rebuilds trust, and moves decisions forward without pushy tactics. If you want to differentiate yourself from traditional sales approaches and earn trust in a low-trust selling environment, this episode breaks down exactly how empathy becomes your most powerful sales skill. If you are interested in training your sales team on empathetic listening, visit www.topazsalesconsulting.com

    4 min

  2. JAN 27

    When a Prospect Says "We're Happy With Our Current Vendor"

    In this episode of The Buyer Facilitator Podcast, host Jorge Chavez, President of Topaz Sales Consulting, helps you reframe a common objection you hear in sales: “We’re happy with our current provider.” Instead of hearing a dead end, hear an opening. Learn how to turn polite brush-offs into insightful conversations using curiosity-driven follow-up questions that keep prospects engaged and position you as the next best option when things change. Key takeaways include: How to respond without challenging or arguing.The specific questions that turn “no” into valuable intel.How to position yourself as a trusted alternative for future opportunities.If you’ve ever felt stuck when a buyer says they’re not looking to make a change, this episode gives you the tools to stay in the game and keep the relationship alive. If you want more information on our group sales training services, check out our Buyer Facilitator Program.

    4 min

  3. JAN 6

    Time & Silence Kill All Deals

    In this episode of The Buyer Facilitator Podcast, Jorge Chavez, President of Topaz Sales Consulting, breaks down one of the most overlooked danger zones in sales:  That uncertain, quiet stretch between sending a proposal and hearing back from a prospect. If you’ve ever wondered whether your deal is dead or just… drifting, this episode is for you. George explains how time can either work for you or against you, depending on how well you manage communication after the proposal goes out. You’ll learn why “never leaving a meeting without a next step” is one of the most powerful habits a salesperson can build, how to co-create a follow-up cadence that keeps you aligned with your prospect, and how to prevent deals from going dark without sounding pushy or desperate. Tune in, take notes, and learn how to keep your deals alive and moving forward the Buyer Facilitator way. For sales and leadership training, reach out to Topaz Sales Consulting.

    5 min

  4. 12/09/2025

    The 12 Traits of a Modern Sales Leader

    In this episode of The Buyer Facilitator Podcast, George Chavez, President of Topaz Sales Consulting, explores how sales leadership has evolved, and why leading your team like it’s still 2010 could be costing you growth. George breaks down twelve essential traits that define today’s most effective sales leaders. From being a strategist who aligns the team with company goals, to a coach and mentor who develops people, not just performance. He explains how modern leaders must also act as motivators, technologists, customer advocates, and change agents who guide their teams through rapid shifts in markets and technology. You’ll learn how to communicate more clearly, attract and retain top talent, set a vision that inspires, foster accountability, and embody true servant leadership: Leading with empathy, integrity, and example. Tune in to discover what it takes to lead your team confidently into 2025 and beyond. Find out more about our training for sales leaders.

    7 min

  5. 11/19/2025

    Escape the Free Consulting Trap

    Are you accidentally giving away your expertise for free? In this episode of The Buyer Facilitator Podcast, George Chavez, President of Topaz Sales Consulting, tackles one of the most common traps in sales—the “free consulting support trap.” Discover how even the most well-intentioned sales professionals end up offering endless advice and strategy sessions that never convert into business… and how to break free from that cycle. George shares practical strategies to set boundaries, protect your time, and position your expertise as something prospects are willing to invest in. You’ll learn how to recognize red flags—like uncommitted buyers, endless follow-ups, and undervalued expertise—and how to replace over-teaching with powerful questions that build trust and move the sale forward. If you’ve ever walked out of a meeting feeling like you just gave a free training session, this episode is your wake-up call. Learn how to stop educating and start facilitating so you can turn those “free sessions” into real, profitable relationships. For more training an tools, visit our resources page at TopazSalesConsulting.com/resources

    5 min

  6. 10/29/2025

    What to Ask When a Prospect Shares The Budget

    Budget conversations can make or break a deal. In this episode of The Buyer Facilitator Podcast, we share two simple yet powerful sales questions that transform how you qualify prospects and uncover real intent. What your prospect says about budget is rarely the full story, and asking the right follow-up questions can uncover hidden motivations, decision-making dynamics, and true expectations. Learn how to move beyond surface-level budget answers and start facilitating deeper, trust-based sales conversations that lead to better alignment and more wins. Listen now to learn: The two most powerful questions to ask after a prospect shares their budgetHow to interpret the story behind the numberWhen to challenge, align, or walk away gracefullyHow curiosity builds trust and wins better deals

    4 min

  7. 09/12/2025

    How Important is Industry Expertise in Selling?

    In this episode, Jorge Chavez tackles one of the most debated topics in sales hiring: Does a salesperson really need industry-specific expertise to succeed? Drawing on the core principles of the Buyer Facilitator model, Jorge explains why sales fundamentals and leadership skills are more transferable, and more valuable, than most companies realize. What You’ll Learn in This Episode: Why companies overvalue industry-specific sales experienceThe key transferable sales skills that matter mostThe core leadership traits that drive sales team successHow Buyer Facilitation transforms non-traditional sales professionalsWhy curiosity and discipline often outperform experienceKey Takeaways: Sales and leadership skills like prospecting, qualifying, presenting, coaching, and closing are universal across industries.Industry knowledge can help — but it’s easier to teach than true sales ability.Talent, mindset, and training often outweigh years of industry experience.Learn more about Metahire, a sales hiring system by Topaz Sales Consulting.

    4 min

  8. 08/22/2025

    Flip Your Assumptions to Ask Great Questions

    Ever assume you know what your buyer’s thinking before they finish their sentence? In this episode of The Buyer Facilitator Podcast, Jorge Chavez, President of Topaz Sales Consulting, explores how top-performing salespeople flip assumptions into powerful questions. Learn the four essential sales question types: Open-ended, investigative, assumptive, and transformational questions. These questions help uncover hidden objections, build trust, and turn routine sales meetings into breakthrough conversations. If you’re ready to stop pitching and start facilitating, this one’s for you. For training and resources to help you ask better sales questions, visit Topaz Sales Consulting.

    6 min
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4.5
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About

A podcast from Topaz Sales Consulting covering sales beliefs, leadership development, hiring, training, and the philosophies behind consultative selling. Each episode is packed with insights from decades in the field, real-world stories, and tools you can use to turn your team into a revenue-generating machine.

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