Sales Training

Crisis In Confidence

There’s no debate: Salesmanship is a perishable skill. The ability to engage with a customer and close a profitable sale is something that must be learned and honed over time. Without constant...

500 Range Visits &...

For this special Range Issue, I thought a rundown of some “best practices” I’ve picked up in 500+ onsite visits to individual ranges around the country would be helpful for range operators...

Don’t Sweat It.

The beginning of summer often marks a slowdown in firearms sales depending, of course, on a store’s inventory mix and the demographics of its customer base.

High-End Appeal

Eddy Rodriguez remembers the days when customers would walk through the front door of his former shop, Pistol Parlour, and make a beeline for a particular display case.

After The...

It became nationwide — even worldwide — news: In the first few weeks of COVID-19’s spread throughout the U.S., people who had never thought they’d...

DIY Events:...

A special “Do It Yourself” (DIY) event is a wonderful tactic that delivers multiple dividends for any retail store.

Summer Fun

Full disclosure: This article was written in late March, just one week after the novel coronavirus was declared a global pandemic. If we all did our part...

Archery Trends...

The market for archery equipment, including gear used in competition, recreational shooting and bowhunting, has been holding its own in recent years with...

Selling...

No dealer reading this needs me to tell them a sales staff who ignores female customers isn’t going to sell much to that market. Ditto to a salesperson...

Don’t Miss Out...

If there are any silver linings to be gleaned from the onset of COVID-19 it’s the unprecedented number of new customers joining the ranks of firearms...

Women & the...

The NASCAR concept in advertising made its way into the firearms industry in the 1980s and ’90s. As a result, the shooting sports received unprecedented...

6 Out-of-the-Box...

Whether offered monthly or weekly, ladies’ nights (or days) have become a commonplace offering at gun ranges throughout the country. So much so women have...

Keep It Real

If reaching out to women is not an integral part of your marketing strategy, it should be.

Welcoming Women...

There are an increasing number of women taking up self-defense, shooting sports and hunting — which adds sales for gun retailers.

4 Ways To Reach...

The easiest customer to reach is the one nearest you — that is, the one who already loves firearms, shooting, hunting or the associated gear. As you...

Decisions, Decisions

Another SHOT show is in the books. Now comes the daunting task of figuring out what to make of all the new firearms and accessories announced during (or...

Satisfying The...

Long-range shooting, whether for fun, competition or hunting has been on a steady upswing in recent years. How are retailers going the distance when it...

Knife Profits

It’s a dilemma every retailer faces, especially when SHOT Show rolls around and hot new products are tempting their buying taste buds at every turn.

THE SILVER BULLET

Competing with the likes of Amazon and other online retailers, your store has to “get it right” while meeting the immediate needs of customers today.

Selling High-End...

The increasing popularity of long-range shooting has spurred more than sales of just firearms and ammunition. As shooters have reached for longer and longer...

Traffic Flow: It...

A gun store’s success in today’s market may have little to do with guns. Oh, certainly you need to carry guns to be a gun store.