Richard White is the UK's leading expert in Soft Selling - an advanced form of consultative selling which builds trusted client relationships rather than destroys them.
Richard changes people’s perception of sales and how it is possible to achieve sales success without being pushy or sacrificing integrity. His approach to sales focuses on respect for people and understanding their buying motivations. It is based, however, on solid sales process.
Richard is living proof that anyone can sell without needing a personality transplant after being thrown in the sales deep end when he got hired to run a business unit of a medium sized IT consultancy. He initially struggled with sales and after being turned off by conventional sales training, Richard went on a quest to find an approach to selling he could feel comfortable with.
Richard ended up creating his own approach to sales by modelling people whose sales approach was respectful, effective, and matched his own ethical standards. Using his Soft Selling approach, Richard went on to build a thriving business unit with many significant blue chip clients including Unilever, First Choice, and British Airways.
Over the last 15 years Richard has continued to research and develop Soft Selling and now enables companies to achieve a fast improvement in sales through changing the way they think about sales and client buying behaviour.
Richard specialises in helping business developers to really get under the skin of their ideal clients and understand what is driving their buying decisions. He also enables clients to know the right words so that clients go ahead and buy at the right price and feel glad they did!
Richard is known for his integrity and insight and how he enables people to quickly achieve a real breakthrough in sales for their business. His unique approach is fun and achieves fast results. He leaves clients feeling inspired, confident, and ready for action – and that’s guaranteed.
Richard is the author of ‘The Accidental Salesman Networking Survival Guide’ which applies his Soft Selling approach to using networking for sales lead generation. It has been endorsed by some of the top names in business networking including Dr Ivan Misner, Founder of BNI, who wrote the foreword.