How to Master the Art of Selling Paperback – Unabridged, May 20, 2005

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How to Master the Art of Selling Paperback – Unabridged, May 20, 2005

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    Books, Business & Money, Marketing & Sales

Reddit Reviews and Recommendations

  • 11 Reviews
  • Oct. 18, 2018 Last Review Date
  • April 1, 2013 First Seen Review Date
  • 8 Reviewed on Subreddits

    TrollXChromosomes (3)
    personalfinance (2)
    Anxiety (1)
    AskMenOver30 (1)
    Entrepreneur (1)
    freelance (1)
    outside (1)
    socialskills (1)

Discussion and Reviews on Reddit

My Freelance Illustrator Journey [R]

1 year, 1 month agono_re-entry posted submission on freelance.
Oct. 18, 2018

Hey everyone, I would really appreciate some perspective, constructive input, encouragement, or even just an "amen."

The last few years have been spent gearing up for a freelance career as an illustrator, and recent months have been especially difficult in getting it off the ground. I don't feel like there are many people who I can share this with in real life who will understand.

Here's my story:

  • 2013: After having done web dev at a few agencies for 6 years, I'm ready for a change, and am inspired to pursue art.

  • 2014 - 2016: I know I'm not at a professional level, so I spend this time taking online courses, improving on the fundamentals, and experimenting with styles. I'm working at the same agency during the day.

  • 2017: Things begin to really take off. I'm more integrated into my city's creative community (a group that holds a show and tell on a monthly basis), I'm reading lots of books and going to creative business seminars, and I also find a mentor who basically sets me on a path to finding my style and marketing myself.
    Lots of great insight is shared, and I make a lot of progress artistically, to the point where I think I've found my niche. My mentor, who has been a professional artist for nearly 3 decades, also runs an agency where he represents around 20 artists all over the world, and says that there might be a spot for me once I get my portfolio up to a certain number of pieces – 40 minimum – so that clients can tell I have significant experience with my style.

  • 2018: I bust ass on nights and weekends, building my portfolio up by doing unpaid personal illustrations in various series, since actual client projects would take way more time. This took about a year as I also had to plan my wedding during this time. I was able to get a few gigs during this time through my creative community, including a magazine cover and some interior art.
    When I finish the 40 pieces around the middle of the year, my mentor says that regrettably he's not pulling in enough work for his agency, and within months, has to shut it down. I take this in stride, since I have my portfolio and some money I've socked away for marketing expenses.
    For the last couple of months, I've tried a few things:

    • Cold emails to every agency and relevant magazine within 50 miles of me, as well as about 3,000 others from across the US (using lists purchased by Agency Access)
    • A few follow-up eblasts showing recent work or pitching different ideas
    • Direct mailers (to a selection of magazines and agencies I want to work for)
    • Freelance sites Upwork and Guru (no accepted proposals yet)
    • Posting work almost daily on various social media: Dribble, Instagram, and LinkedIn

Since this summer, those efforts have resulted in a few connections, but no paying work. I have yet to directly ask my successful freelancer friends how they get their work, because I feel like that's a really weird thing to do when we're indirectly competing with each other. Even mentioning a lack of work to them makes me feel like I'm begging them to help me, and in reality, the I just want to be independent.

Meanwhile, my former mentor is keeping a low profile while he returns to his own solo career, so I feel kind of isolated. At this point, I'm pivoting into creating stock art, since it allows me to be productive, and hopefully earn some passive income in the future.

Every week is a rollercoaster of emotions as I attempt to make progress with basically no result, and the main thing that keeps me most motivated is the burnout from my day job (lovely, right?).

I'm not afraid of hard work or putting myself out there, and I know it takes time to build a client base. I just feel like there must be something I'm doing wrong if I haven't got more than a handful of gigs in all this time.

1 year, 1 month agono_re-entry posted comment on freelance.
Oct. 18, 2018

My pleasure!


All that is awesome! Your response means you're doing everything right as far as I can tell.


Maybe illustration doesn't have "trade shows" but maybe there are more art shows to get involved in? Even if it's just volunteering to help work the event if there's no room to post your art.


Competitions can be expensive but I think personally that the ROI would probably be way worth it. Don't quote me, but I'd be willing to bet that you could probably write off the entrance fee as a business expense on your taxes, which makes it "free" :D


For art hanging, if after 6 months to a year I would move it to another place. Oh! Afterthought! You could potentially have the opportunity to hang your art at one of these new businesses, maybe they'll even want to purchase it themselves if they're still settling in.


I'm not familiar with MailChimp but it should be like any other mass mailer. Do you have the automation set up for different types of outcomes? For example, if the person doesn't open the email it sends a follow up message. You can get really intense with these and following up is important. I would also make the emails seem as personalized as possible.


If you like to read about sales stuff I would love to recommend this great read to you!

Tom Hopkins is killer. He's smart and has sold a ton of different things and is an authority on selling. (He once sold 365 houses in a year)

I don't think you should be worried at all about asking your freelancing friends questions as long as you don't ask in a way that makes it seem like you're asking for their clients. You're new-ish at this, everyone needs a little help now and again :)


I think your last thought about reaching out is a good idea! With your own personal flair you can be like:

  • If they're local - "Hey [Name], it's been a bit since our last project. I was gonna be in your neighborhood around X time and would love to catch up over coffee/lunch if you're available!"
  • If you work remote for them - "Hey [Name], it's been a bit since our last project and I just wanted to check in and see how things were going. I've been doing some cool [work] and thought you might like to check it out. Any cool projects going on on your end?"
  • If you're cold emailing/calling - "Hi [Name], I'm Whinyartist and I do x work. I like your company/business/past work and would love to collaborate with you on future projects. Would that be something you're interested in?"
  • If you're cold emailing/calling #2 - "Hi [Name], I'm Whinyartist and I do x work. I like your company/business/past work and would love to collaborate with you on future projects. Would you be available for coffee on x day or x day to talk about how we could help each other out?"
    • \^These last two need finessing lol but you get the point I hope.


When the new guy I'm dating says I should work on being less "challenging" [R]

1 year, 8 months agoraziphel posted submission on TrollXChromosomes.
March 19, 2018
1 year, 8 months agoraziphel posted comment on TrollXChromosomes.
March 20, 2018

> We’re literally trained to find logical flaws in others’ arguments

For what it's worth, I do this too. It's relatively easy, and a great way to shoot bad arguments down.

However, also recognize that most political arguments are rooted in belief and identity. These things are wholly emotional decisions, and far too many people take challenges as personal attacks. How you phrase what you want to say is just as important as what you're saying, and it's important to address the emotional aspect of the argument first, because if you don't, the other person will not listen. A lot of people don't like confronting their own beliefs, because those beliefs are the basis for their worldviews. It's hard, especially when they're wrong or hurtful.

I would suggest digging into sales tactics as a way to overcome this. "How to Master the Art of Selling" by Tom Hopkins is a great guide about overcoming communication hurdles, because ultimately you're selling yourself, and doing that requires a lot of nonverbal communication- something academia doesn't really teach well (from my experience). It's a lot of little things that seem silly at first glance, but applied correctly, it works.

For example: when discussing a sticky political debate, you can use the "feel felt found" method of redirection: "I feel you, and I felt that way for a long time, but when I found [supporting information], I learned [your point]." Acknowledge the feeling behind their position (ie what they're actually communicating), align with them (make it personal so they feel comfortable and actually listen), then redirect them to your chosen topic.

There's no perfect solution that works 100% of the time, but things like this can absolutely sway people. Once they trust you as a person, they're far more likely to value your points as knowledge, not just opinions.

Is it manipulative? That depends on your perspective and what you're selling. In this case it's "empathy and knowledge", so that's not so bad. If you were a Pickup Artist peddling "your dick", an appliance salesman hustling unnecessarily expensive accessories and warranties, or a televangelist guilting the gullible into donating to a charlatan? Absolutely. When I was in sales, I took the approach of "I am an expert and they're paying me for my time", but didn't try to sell people into stuff they didn't actually need because they'd just return it, because frankly... that was the only way I could justify it to myself. Regardless, though... it works, and it works for a reason. Most people don't pay attention to that level of conversation, and you can absolutely use that to your advantage when necessary.

Yeah, it's a pain in the ass to have to do this extra work, especially when dealing with issues like race, but the results are ultimately what matters. That said, don't coddle the assholes, don't get suckered into baited questions, and you are absolutely under no obligation to hold their hand or do all the emotional work for them. If you can reach them, all you have to do is plant a seed.

first thing i hear from mras about how men have it worse than women is that they're expected to buy them drinks [R]

2 years, 6 months agoraziphel posted submission on TrollXChromosomes.
May 18, 2017
2 years, 6 months agoraziphel posted on TrollXChromosomes.
May 19, 2017

good manipulation makes people want to participate because it encourages trust. sales tactics rely heavily on it, but whether it is good or bad depends on the goal of the individual- sometimes the trust is misplaced, sometimes not. we look at it negatively, but it doesn't have to be. it's just effective communicating, mostly on a nonverbal level (using tone, body language, word choice, and so on), and is really just a codified method of getting someone to agree with you.

How to Master the Art of Selling by Tom Hopkins is a fantastic book on the subject, because really, you're just selling yourself in most of your jobs and social interactions. if you can do that, you can sell anything.

people like Trump, as well as other hustlers, will absolutely use this to get someone to willingly do something that isn't in their best interests.

tldr: trust yourself to be a good person.

Any tips for working Sales in retail? [R]

3 years agoraziphel posted submission on socialskills.
Dec. 1, 2016

I know basics like wearing a "social smile", but am otherwise a pretty clueless and anxious person socially.

My new manager emphasizes making conversation, not approaching customers as a salesperson or being strictly businesslike.

So for those of you who have worked retail sales, what advice have you picked up?

3 years agoraziphel posted on socialskills.
Dec. 2, 2016

Man, I hated working retail sales, especially commission.

However, there was one thing that helped me get over the hump of talking to people, aside from "fuck I need money."

Make yourself an expert on the products and the fields in question, and help people make the best decisions/purchases for their specific needs. You're not there to fleece them, but as an advisor to help them meet their own goals. You're knowledgeable, and they're paying you for that knowledge. Don't be pushy, but gently guide people in the right direction.

How to Master the Art of Selling by Tom Hopkins is a book I found super useful. Some of it is kitschy and sounds silly (or even downright manipulative at times, especially when it comes to influencing people via body-language), but it works and you should absolutely know how to do it.

My internship site wants to hire me, I was expecting the usual beginning rate of $14 to $15 per hour... Ladies they're paying me $25/hour!!!! [R]

4 years, 1 month agoOct. 27, 2015


4 years, 1 month agoraziphel posted on TrollXChromosomes.
Oct. 28, 2015

in the mean time, I would suggest picking up two books:

"How To Win Friends And Influence People" by Dale Carnegie


"How to Master the Art of Selling" by Tom Hopkins

Why these? Every job, and your promotion within those companies, hinges on networking and the ability to sell yourself.

Does having a successful sales career require one to be an Alpha male? [R]

4 years, 1 month agoOct. 9, 2015


4 years, 1 month agoraziphel posted on AskMenOver30.
Oct. 9, 2015

Don't fall for the myth of the "alpha male." It's built upon pseudoscience and adds nothing to the conversation except baggage.

Pick up "How to Master the Art of Selling" by Tom Hopkins. I sold high-end electronics for ~4 years, and this was pretty much our handbook. This is the other one you need to read.

Anyone know what zones offer increased xp? [R]

4 years, 2 months agoraziphel posted submission on outside.
Sept. 18, 2015

It's gonna take me years to grind the xp required for the skills I want to learn.

We need a double xp weekend or something.

4 years, 2 months agoraziphel posted on outside.
Oct. 1, 2015

What skills are you looking for?

The various education skill trees are great, but do not neglect social skills. Some of them will literally unlock quests that you may otherwise not be able to access. Why? You must be able to sell yourself as a valuable character in practically any other field, to either access the quest or to negotiate a higher gp return, guild access, team invites, etc.

This is not specifically grinding XP for "attractiveness", regardless of what other players might say (though that doesn't hurt)- the "charisma" attribute tree involves significantly more than just outward appearances. "Charisma" is a metric of how other PCs view you, which affects your social-based modifiers. It is a self-feeding cycle, too.

Here (pdf) is a common and popular tutorial to get you started. There are others out there, such as this. Your specific build may not automatically specify "sales", but as I said: dropping some XP into social skills will help make the game easier.

Double-XP weekends usually cost money (most consider it unethical noob-farming). There are less-efficient free online tutorials, but when in doubt, grind that XP the old fashioned way.

Anxiety at work...due to my job. [R]

4 years, 3 months agoArtisticbutanxious posted submission on Anxiety.
Aug. 8, 2015

Hey guys. Where to start ? I am struggling with anxiety and stress at work, at a quite high level. To explain what's happening, I need to go back a little bit. 2 years ago, when I still was in my country (switzerland), I had a mental breakdown because of my job. I used to work 12-14 hours a day, 1 hour and a half to go to work and same to go back home in the evening. After leaving that job, I thought the problem was solved, that I could go back in sales job, which can be quite stressful sometimes, without any problem. But, obviously, it's not that simple apparently. I work in a telesales environment, and even though my boss is quite faire, doesnt put us under too much pressure, I'm honestly panicking every morning when I'm on my way to work. I call nordic countries (sweden mainly) and middle east, in english (which is not my native language) and my boss keeps telling me I need to change the way I talk to potential clients, saying I'm too "negative". The way business is made in my native country and England, where i live now, is totally different, and so it is in the countries I call. Unfortunately, even when I try to be more cheerful, more "positive", I don't close many deal. It all makes the situation worse and worse, days after days. I wake up angry and afraid, thinking about what I can do to do better things at work, but then I think about the reaction of my boss in a negative way, which makes me feel even more anxious. I feel exactly the same way I used to feel just before I had this breakdown a few years ago...and I absolutely don't know how to react. Also, I suffer from strong migraines, about 2 to 3 days a week, which doesn't help at all as you can imagine and makes me feel even worse. Does anyone would have any advice concerning work related anxiety ? If you've lived anything similar, have you been able to solve the problem ? If did you do ? Any advice is more than welcome.

4 years, 3 months agoArtisticbutanxious posted on Anxiety.
Aug. 8, 2015

What is your position ? Telemarker? if so I suggest that you read How to Master the Art of Selling by Tom Hopkins. Applied the skills to your job if you are disappointed that you don't make any closes. Sales is hard but when you improve with self improvement it helps. Trust me I used to have anxiety at work but when your going through BS and shit at work remember:

  1. Alter your thoughts to a positive one.
  2. Self improvement !

I know that it is easy said then done but when your feeling down you are attracting it. Also you mention you are stressed out, mediate or work out it helps! :)

Please help my father and I have been homeless for the last 5 months. ( x-post /r/losangeles) [R]

4 years, 4 months agoJuly 25, 2015


4 years, 4 months ago0anonymous1 posted on personalfinance.
July 25, 2015

I may get downvoted for this, but have you considered becoming a server in a restaurant?

Yes, waiting tables can be difficult, but at any decent restaurant, servers can make as much as $40-60/day on tips, and as much as $100 on a good day! You'll have to spend some time learning the menu and may end up working long-ass 10-12 hour shifts, but it's definitely a much better option than whatever you're working in now.

Also, borrow How to Master the Art of Selling by Tom Hopkins from your library. Even if you're not into Sales or Marketing, learning the most basic sales techniques, even if you're just a restaurant server, will help tremendously increase your income.

And remember, this is all temporary. You and your dad WILL climb out of homelessness and into better financial stability. You just have to work a little harder.

"If you're going through hell, keep going." ~Winston Churchill


4 years, 6 months ago0anonymous1 posted submission on Entrepreneur.
May 28, 2015

Sup Entrepreneurs,

So im currently reading 'dotcomsecrets' after being rrecommended it by a fellow redditor and i have to say its insanely useful.

The type of book i wish i read years ago...

Got me thinking how many other books have i missed out on over the years? In the spirit of sharing ive decided to post my current top 3 business books and hope you will do the same.

1: Dotcomsecrets - Russell Brunson

2: Passion into Profit - Andy Harrington

3: Getting Things Done - David Allen (GTD not really a business text but has been so essential to my personal success as a person and an entrepreneur)


4 years, 4 months ago0anonymous1 posted on Entrepreneur.
July 25, 2015

As someone in MLM, here's my top two:

How to Master the Art of Selling by Tom Hopkins

Go Pro: 7 Steps to Becoming a Network Marketing Professional by Eric Worre

I have yet to find a third, but for anyone else in MLM, these books go together perfectly. Highly recommended.

How do you handle finances on a commission-based salary? [R]

6 years, 8 months agoMarch 31, 2013


6 years, 8 months agoraziphel posted on personalfinance.
April 1, 2013

if the federal loans are accessible online, get the logins and check in, make sure they're getting paid. use the "I'm going to make payments too" excuse if necessary.

if you need help with closing, pick up Tom Hopkin's "How to Master the Art of Selling". It's very helpful. don't let the other salesmen split commissions for any longer than a couple of weeks- don't let 'em eat your bread, but don't be a jerk about it.

go super frugal for a few months and see what your average pay rate is. what's the draw/minimum? what's your goal? it's good that your company offers so many perks. build yourself a few months' cushion.

it's tough sometimes, but remember to pack your lunch and take other steps to keep your misc. finances low. when I was on commission (electronic sales) that's what really got me.

do not rack up credit card debt on a commission sales income, either, since you can't guarantee you can pay it off as needed.