The Buyer Facilitator by Topaz Sales Consulting

Topaz Sales Consulting•www.topazsalesconsulting.com

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.

Last refreshed: September 2nd, 2025 at 8:17 PM ⓘ

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Episodes

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 conv...

Aug 22, 2025•6 min•Ep. 6

Turn Objections into Opportunities

Objections are part of every sales conversation. How you handle them can make or break the deal. In this episode of the Buyer Facilitator Podcast , host Jorge Chavez unpacks insights from a survey of 1,000 sales professionals to reveal when objections happen most, which ones derail deals, and what top-performing reps do differently. Learn how the Buyer Facilitator approach turns resistance into opportunity through empathy, curiosity, and clarity. You can find out more about our survey and see so...

Aug 08, 2025•6 min•Ep. 5

The Conversation that Happens After You Leave

In this episode of The Buyer Facilitator Podcast, Jorge Chavez explores one of the most overlooked moments in the sales process: the conversation that happens after you leave the room. Learn how to spark that internal dialogue while you’re still there, build trust, uncover hidden concerns, and become part of your buyer’s decision-making process. Don’t wait for a call back… guide the conversation before it even starts. For more sales tips and training , visit TopazSalesConsulting.com...

Jul 24, 2025•4 min•Ep. 4

You are Not for Everyone

In this episode of the Buyer Facilitator Podcast, host Jorge Chavez offers a liberating mindset shift every sales professional needs to hear: You are not for everyone. And that’s perfectly okay. Embracing this truth can transform your sales approach, helping you spend less time chasing unqualified prospects and more time connecting with the right ones. He explains how to recognize clients who truly value what you offer, and why walking away from a bad fit is actually a smart, strategic move. If ...

Jul 10, 2025•4 min•Ep. 3

Quick Wins vs. Long Term Outcomes

Chasing quick wins might feel like you’re winning in sales. In this episode of The Buyer Facilitator Podcast, Jorge Chavez breaks down the trap of short-term gratification in sales and why the most sustainable success comes from long-term strategy, trust-building, and buyer-focused relationships. We’ll explore: Why short-term thinking can sabotage your growth The real benefits of playing the long game in sales How to align quick wins with lasting results Practical strategies for balancing urgenc...

Jul 10, 2025•5 min•Ep. 2

What is a Buyer Facilitator?

Welcome to the Topaz Sales Consulting Podcast, hosted by Jorge Chavez, President and Co-Founder of Topaz Sales Consulting in Austin, Texas. In this first episode, Jorge introduces a bold and transformative sales philosophy: The Buyer Facilitator. Forget outdated tactics and pressure-based selling. This episode focuses on what it means to truly help someone buy, with integrity, curiosity, and clarity. In this episode, you’ll learn: What a Buyer Facilitator is, and what it isn’t How shifting your ...

Jul 09, 2025•7 min•Ep. 1

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