Jorge Chavez, founder and president of Topaz Sales Consulting, was recently featured as a speaker at the MCAA 2026 Annual Convention in Phoenix, Arizona.
Recognized as one of the mechanical contracting industry’s premier educational events, the MCAA Annual Convention brings together contractors, suppliers, and industry leaders for a week of learning, connection, and collaboration. Attendees experience a first-class trade show, in-depth education sessions, and opportunities to engage with peers across the industry.
Jorge led a session titled “Why Aren’t Your Salespeople Closing More Deals?”, addressing a challenge many business owners and sales leaders quietly wrestle with. In the session, he unpacked why even experienced sales professionals struggle to consistently close and what leaders can do to improve outcomes without relying on pressure or scripted tactics.
The conversation centered on the Buyer Facilitator philosophy, a time-tested approach that shifts salespeople away from convincing and toward guiding buyers through clear decisions. Rather than focusing on closing techniques, Jorge challenged attendees to rethink how their teams approach discovery, uncover real buying motives, and determine whether a true mutual fit exists.
Participants walked away with practical tools they can immediately bring back to their teams. The session focused on helping salespeople ask better questions, create more meaningful conversations, and improve close rates by aligning with how buyers naturally make decisions.
Jorge was joined at the event by Mitchell Chavez, Director of Sales and Finance at Topaz, who continues to support the firm’s work with clients across industries.
Topaz’s presence at the MCAA Annual Convention reflects its ongoing commitment to helping leaders build disciplined sales teams that generate consistent revenue while strengthening long-term client relationships.
