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.

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.

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.