Move the Conversation · Corporate Sales & Negotiation Training

The deal isn’t always lost on price. Sometimes the conversation broke first.

Weak discovery. Missed buying signals. A discount before the real objection is understood. Applied sales and negotiation training with Alex Buriak helps leaders and teams practice the conversations that influence revenue, then agree how to reinforce those skills at work.

Discuss Sales Training Explore training formats

The first step

30-minute fit conversation.

The approach

Real situations. Guided practice.

The commitment

Scoped before work begins.

01 · Where revenue slips

Agreement is not the same as commitment.

A prospect agrees, then stops responding. A team pitches before it understands the problem. A manager gives advice without showing the rep what to practice. Weak discovery, poor negotiation and ineffective communication can leave the real concern unresolved and sales execution inconsistent.

The work starts with the conversation: what was asked, what was heard, which buying signals were missed and whether both sides agreed to a concrete next step.

Executive and leadership sales training

Lead the conversation. Coach the team.

For: founders, executives, sales leaders and managers responsible for important commercial conversations and team performance.

Practice: asking diagnostic questions, testing assumptions, handling difficult discussions and giving feedback on observable selling behaviors.

Proposed outputs: a leadership conversation guide, an observation checklist and a manager coaching agenda.

Scope: agree leadership roles, priority situations, preparation and the number and format of sessions.

Corporate sales-team workshops

Make discovery worth the buyer’s time.

For: sales, business development and client-facing teams that need a more consistent approach to discovery and qualification.

Practice: uncovering the business problem, identifying decision criteria and stakeholders, recognizing buying signals and confirming a meaningful next step.

Proposed outputs: a tailored workshop agenda, discovery prompts, practice scenarios and a next-step checklist.

Scope: agree team size, experience, sales context, delivery format and the skills the workshop will address.

Negotiation and communication training

Understand the concern before you respond.

For: leaders and teams navigating price discussions, objections, partner friction or high-stakes client conversations.

Practice: active listening, tactical empathy, clarifying questions, objection diagnosis and comparing tradeoffs before making concessions.

Proposed outputs: a negotiation preparation sheet, an objection-question guide and participant feedback.

Scope: agree the negotiation situations, participant roles, confidentiality boundaries and practice intensity.

Customized role-playing and reinforcement

Practice it. Use it. Review it.

For: teams and managers who want to apply workshop skills to recurring situations and reinforce them over time.

Practice: role-specific scenarios, switching between buyer and seller perspectives, receiving feedback and repeating the conversation with a different approach.

Proposed outputs: a scenario library, a behavior rubric and an agreed reinforcement plan.

Scope: agree the scenarios, facilitator and manager responsibilities, session cadence and review points. Reinforcement is included only when specified.

02 · Skills or systems?

Train the conversation. Scope the system separately.

Move the Conversation develops participant skills through instruction, practice and feedback. The Revenue Throughline addresses ongoing revenue systems and operational implementation: qualification processes, CRM, handoffs, follow-up and ownership.

If the team understands the conversation but opportunities still disappear between stages, the process may need work. Training does not include a CRM buildout, workflow activation or ongoing sales management. Those responsibilities require a separate implementation scope.

Alex’s Black Swan Group training is part of his background. This is an independent Iron Rock Consulting engagement, not an official Black Swan course or certification. Training requires practice and does not guarantee close rates or revenue.

Explore The Revenue Throughline →

03 · How the work is scoped

Diagnose. Practice. Reinforce.

Identify the conversation that breaks.

Start with the 30-minute Consult & Information conversation. Describe the audience, selling environment, recurring problem and desired change. This unpaid introduction is not a training session.

Agree the program and outputs.

Define the format, participants, delivery setting, duration, preparation, proposed materials and follow-up. Review only approved examples with appropriate permissions. Fees and responsibilities are agreed privately before work begins.

Practice with relevant situations.

Use agreed scenarios to work on discovery, listening, buying signals, negotiation and next-step commitments. Participants receive feedback on specific behaviors, then practice an alternative.

Make reinforcement practical.

Where included, give managers an observation and feedback rhythm. Agree baseline behaviors and review points, such as question quality, confirmed decision criteria and explicit next steps. Business results depend on more than training.

04 · Experience in the room

Commercial experience. Practical instruction.

Alex’s experience spans sales, lending operations, analytics, process, CRM, training and technology. He personally closed 632 loans and helped scale annual company lending production from approximately $40 million to $147 million. These are historical operating facts, not promised training results.

His approach connects the conversation to the business consequence: what the buyer needs, what remains unspoken and what each side is actually prepared to do next.

Alex Buriak presenting with a microphone at a Homelynq event — Alex Buriak presenting. Corporate training is tailored to the team’s selling situations.

Alex Buriak engaging with a seated audience — Audience engagement and practical discussion. Training scope and reinforcement are agreed separately.

How is training different from a keynote?

Training centers on participant practice, feedback and application to the team’s selling situations. A keynote is an event presentation. We agree the intended audience, format and desired outcome before proposing the work.

Can the formats be combined?

Yes, subject to the agreed scope. A team workshop may be paired with leadership preparation or follow-up role-playing. The proposal identifies which sessions, materials and reinforcement are included.

What should we bring to the introduction?

Bring the team’s role and size, the type of sale, where conversations stall, what you have tried and the behavior you want to improve. Any deeper review of calls or documents is separately agreed; do not send confidential customer material without appropriate permission.

Start with the conversation

Where does your team lose the conversation?

Discuss your team, the selling situation and the skills you want to strengthen in the existing 30-minute Consult & Information event. We’ll discuss fit and scope the next step. An inquiry creates no obligation to buy.

Discuss Sales Training

Engagements are scoped with Iron Rock Consulting, LLC. Alex is the principal; format, capacity, materials and responsibilities are agreed for the work.