Having been in sales of new homes for years I would suggest a shift of attitude to most of the gun dealers I have encountered. Buyers frequently don't know exactly what they want, they just know they want something. They also know they either have to sort out the details for themselves unless they believe in you as an honest dealer. So I learned to sell myself to them first and to carefully determine what was holding them back from purchasing. I fit the package to the customer in a caring manner. Did some disappoint me after investing hours in them - sure. Did some of those refer others to me - certainly because they believed they could rely on my information and service. And many sales came about years later from the time spent. Have to prime the pump!
I don't think I have ever met a gun sales person that has taken a sales techniques course. They simply do not know how to ask for the sale. They usually are so gun oriented they forget they are in sales. You have to help the buyer past his fears of purchasing. Show them a selection that fit their need, demonstrate how to use and care for those most interesting to them, show them the accessories which would be nice to have with the gun, ask which they favor an then have the courage to ask for the sale. You will have earned the right to ask. You will be surprised by how much money walks because the sales person fails to earn the right to ask.
Last edited by Jerry V Lape; 08/17/15 03:58 PM.
