John Cameron
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Price Has Nothing to Do With Your Lack of Sales
How can I say that price has nothing to do with sales? There is a very simple way to test whether price is the biggest barrier to you selling your product or service. Sell your product or service on approval. Most software and many services are now sold with a thirty day trial, or on approval. You can get a free trial of Microsoft Project or Go to Meeting. Your PC, if you are unfortunate enough to use a PC and not a Mac, will probably come with a trial version of office.
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Creating a Reputation for Honesty as a Leader- Part 1
How many of you spend one hour or more in meetings each week? Two hours? Three hours? Four hours? More. How many of you have been in meetings that start late? Ten minutes late? Fifteen minutes late? How do you feel when that happens? What does it say when someone schedules a meeting and ...
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Creating a Reputation for Honesty as a Leader- Part 3
Barry came into my office and sat down in the chair. Barry was the last holdout. I needed Barry. He was the loyal leader of the opposition. He was a supervisor and his team produced. I knew, absolutely knew that we could break records and in this economy if I could get Barry to understand ...
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Prioritizing Emergencies to Cut Down on Interruptions
One of the biggest time wasters is being constantly interrupted by emergencies that turn out not to be emergencies at all. Even worse is not getting interrupted by someone when there was a genuine emergency that you could have done damage control on or, if informed early enough, prevented. In this article I will show you how to prioritize, communicate and manage so-called emergencies so you can start taking back control of your time and managing your desk more effectively. First, make a list of the problems that people have come to you with in the past. Examples:
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Change Management: Reducing the Impact of Change
Change happens. We either initiate it or are part of it. We will cover keys to lesson the impact of change. These keys are to communicate truthfully, early and often and to make as few unnecessary changes as possible. Imagine a car making too sudden of a turn and flipping over. This is how sudden change feels in an organization. If the driver would have planned ahead, approached the curve at the right angle and speed, the car wouldn't have tipped over. And even with all that planning everybody in the car is still wearing their seatbelts-just in case.
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Dealing with the "I'm Happy With My Current Vendor" Objection
Hearing the objection "I'm happy with my current vendor" from a prospective customer is a wonderful thing! Why? There are two reasons for a customer to tell you "I'm happy with my current vendor", and both are good. The first reason is that bad sales people out there have trained him to use "I'm happy with my current vendor" because is it gets rid of bad sales people. If this is the case, the objection is an auto response and we can handle it. We simply have to show him that we are not a bad salesperson, instead we are a vendor who has his best interests at heart.
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