Jeremy Rivera sits down with Jorge Chavez, president and co-founder of Topaz Sales Consulting, on the human side of selling in an AI-saturated world. AI can research the prospect and draft your questions — but it can't read tone, listen in real time, or find the next question on the fly. Jorge makes the case that trust is still built person-to-person, and lays out a refreshingly counterintuitive philosophy: stop trying to close. When you detach from the outcome, listen empathetically, and help people make an informed decision, buyers ask to buy.
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▎ Along the way: why he "hates email" for anything but scheduling, why the process is identical in B2B and B2C (only the questions change), the psychology of the middle option, closing the gap between sales and marketing (with Jeremy's own "300% more leads, worst month ever" story), and the sales-hiring problem almost no company screens for.
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▎ ⏱️ Chapters
▎ 00:00 Meet Jorge Chavez & Topaz Sales Consulting
▎ 01:30 AI can prep you — but it can't have the conversation
▎ 03:37 "I hate email": why relationships need real dialogue
▎ 10:04 What all those workflow tools are really trying to solve
▎ 13:06 DISC, trust, and connecting t
▎ 21:48 B2B vs. B2C: same process, different questions
▎ 27:56 You don't have to ask for the
▎ 30:23 "The status quo is your biggest competitor"
▎ 31:29 Empathetic listening & why yo
▎ 34:57 Can you be authentic when you're paid to care?
▎ 46:40 Closing the gap between sales
▎ 51:54 The "300% more leads, worst month ever" story
▎ 59:05 The question he wishes people
▎ 01:02:18 Where to find Topaz Sales Consulting
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▎ Connect with Jorge Chavez
▎ Topaz Sales Consulting: https://www
▎ LinkedIn: https://www.linkedin.com/in/jrchavez/
▎ X: https://x.com/topazsales
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▎ ️ Unscripted Small Business — httpom
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▎ #Sales #SalesConsulting #B2BSales #g #SmallBusiness#UnscriptedSmallBusiness