About The Buyer Facilitator by Topaz Sales Consulting
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.
Is your sales team becoming more effective, or just staying busy? In this episode of The Buyer Facilitator Podcast, Jorge Chavez explores how weak sales leadership can hide behind full pipelines and constant activity. Learn why great salespeople don’t automatically make great managers, how coaching goes beyond status updates, and what to ask to determine whether your team is actually improving.
For more visit https://www.topazsalesconsulting.com
15 Oct 2026
The One Question that Changes Every Discovery Call
Why do promising discovery calls end with proposals followed by silence? In this episode of The Buyer Facilitator Podcast, Jorge Chavez explores one simple question: “What made you reach out to us now?” Learn how to uncover the problem behind a buyer’s inquiry, ask follow-up questions that build understanding, and recognize whether you can help before offering a solution.
For more sales training resources visit: https://www.topazsalesconsulting.com/articles/
22 Sept 2026
Are Your Experts Sabotaging Discovery Calls?
Are your technical experts jumping into solution mode before discovery is complete? In this episode, George Chavez explains how well-intentioned experts can get ahead of the buyer and how a few minutes of preparation can keep everyone aligned. Learn how to clarify roles, ask better questions, and use technical expertise to uncover the buyer’s needs before recommending a solution.
For more information on sales processes and discovery calls, visit https://www.topazsalesconsulting.com/prepare-salespeople-subject-matter-experts/
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Apple Podcasts (US)
4.5 / 5
2 ratings
Spotify
5.0 / 5
4 ratings
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