The last thing Oliver Grant expected at the Elevate Business Summit in Charleston was that a simple seat swap would lead to one of the most valuable conversations of his career. The event had drawn top-tier executives, investors, and advisors, all gathered to exchange ideas and strategies. But Oliver, a sales consultant with a deep-rooted belief in the power of curiosity, knew that the real value often came from unexpected encounters.
He had planned to sit next to an old client, but a confident-looking man had already taken the seat as he approached his assigned table—no big deal. Oliver slid into the chair next to him and introduced himself. Within moments, they struck up a conversation.
The man, Doug Leland, owned a boutique investment firm specializing in mid-sized mergers and acquisitions. His firm facilitated deals ranging from $10 million to $200 million, advising business owners on complex transitions. The conversation was casual at first—business climate, recent deals, and scaling challenges. Then, Doug casually mentioned that he had recently switched from a structured charitable giving fund to a lower-cost alternative. “Didn’t see the value,” he said. It sounded like a conversation dead-end, but Oliver wasn’t ready to let it go.
He mentally whispered infinite curiosity, and instead of changing topics, he asked, “What’s the number one challenge you’re facing in your business right now?”
Doug paused. He looked up at the ceiling for nearly ten seconds. Finally, he said, “That’s a great question. I own 85% of my firm, and my two partners hold 7.5%. I want us to have equal ownership over the next year and position for a full exit within five.”
Oliver leaned in. “Are your current advisors helping you structure a pre-sale gift to minimize or even eliminate the capital gains on that transition?”
Doug raised an eyebrow. “No one’s talking to me about that. I’m in the middle of estate planning—setting up trusts—and it’s a nightmare. I don’t like dumping more into a traditional donor-advised fund because I prefer private investments over public markets.”
Oliver nodded, sensing an opportunity to add real value. “Has anyone introduced the idea of a Supporting Organization?”
Doug frowned. “I don’t know what that is.”
Oliver kept it simple. “It’s a charitable giving vehicle structured to allow those types of private investments..”
Doug’s interest was piqued. He asked a couple of rapid-fire “Can you…” questions, all of which Oliver answered with a confident yes or no. Without hesitation, Doug pulled out his business card and handed it over. “Let’s set up a time to talk more,” he said.
As the lunch wrapped up, Oliver sat back, reflecting. A month ago, he wouldn’t have been able to navigate this conversation with such ease. But after weeks of sharpening his skills in Buyer Facilitator sales training, he recognized that his job wasn’t to educate or sell—it was to listen, ask, and guide.
And in the end, it all started with a simple question.
This Topaz Tale perfectly illustrates why Topaz Sales Training emphasizes the power of infinite curiosity. Oliver didn’t close a deal over lunch—he opened a door. By resisting the urge to steer the conversation toward his agenda and instead focusing on asking the right questions, he uncovered an unseen opportunity that Doug’s existing advisors had overlooked. His intent wasn’t about pitching a service but guiding a prospect toward a solution they didn’t even know they needed.
Topaz Sales Training teaches sales professionals to shift from persuading to facilitating—creating space for prospects to reveal their real challenges. Oliver’s ability to listen, probe deeper, and guide Doug toward a potential solution wasn’t luck; it was skill honed through intentional practice. The real takeaway? Sales isn’t about what you have to sell but what your buyer needs to solve. And when you approach each conversation with infinite curiosity, the most significant opportunities often come from the most unexpected places.
