Jorge Chavez, President and Co-Founder of Topaz Sales Consulting, joined Jeremy Rivera on the Unscripted podcast to discuss what it means to sell without “selling” in an AI-saturated world.
During the conversation, Jorge explained that AI can help salespeople research prospects, draft questions, and prepare for meetings, but it cannot read tone, listen in real time, or know the next best question to ask when the conversation shifts.
Jorge also shared one of Topaz’s core beliefs: the biggest competitor in sales is often not another company. It is the status quo. Buyers stay where they are when they do not trust the salesperson, do not feel understood, or are unclear about whether change is worth it.
The episode explores why trust is still built person-to-person, why detaching from the outcome changes the sales conversation, and why helping people make an informed decision often creates better results than trying to close.
Jorge and Jeremy also discussed the limits of email, the connection between sales and marketing, the psychology of buyer choices, and why many companies fail to screen for the sales competencies that actually matter.
“The biggest competitor for everyone [is] the status quo. Done properly, buyers ask to buy — so you don’t have to ask for the order.”
— Jorge Chavez
