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 some illuminating infographics in this article: Mastering Sales Objections: Insights from 1,000 Sales Professionals.

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

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 you've ever felt pressure to win every deal or convince everyone, this episode will encourage you to reframe your thinking... honor your value... and focus on fit instead of force.

Key takeaways:

• Why trying to please everyone in sales is a trap
• How to spot the “right” client (and release the wrong ones)
• A new way to think about rejection as redirection
• Practical encouragement for staying confident and focused

Whether you're new to sales or a seasoned pro, this episode will help you sell smarter, with more clarity, confidence, and purpose. For more tools, resources, and coaching, visit TopazSalesConsulting.com.

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 urgency with vision

If you’re a sales leader, business owner, or boots-on-the-ground rep trying to hit numbers and build real relationships, this one’s for you. Listen in to learn how smart sellers stay relevant, impactful, and profitable for the long haul.

If you like this episode, check out Topaz Buyer Facilitator training to learn more about our approach.

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 intent can build lasting buyer trust
• Five principles to start facilitating (not pitching)
• Why sales success depends more on honest conversations than closing techniques

Whether you're a sales leader, entrepreneur, or account executive looking to improve, this episode will help you rethink how you engage with prospects and position yourself as a trusted advisor.

Visit TopazSalesConsulting.com for:

• Free video training
• Downloadable tools and PDFs
• Resources to help you and your team become Buyer Facilitators

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