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Retailers and Vendors—Profit Partners

As a firearms retailer, you count on continuous services from your vendors. Indeed, today’s vendors need to be your business partners. Having said that, the street goes both ways. You as a retailer...

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5 Need to Know Retailing Financial Concepts

While you don’t have to be an accountant to be a retailer, it doesn’t hurt to have an understanding of some key financial tools. Here are some of the most important to keep in mind. 1. Cost of Goods...

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The 4 ‘Ps’ of Marketing (And One to Grow On)

The standard definition of marketing is to put the right product in the right place at the right price at the right time.

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Beating the “I Need to Think About it” Customer Response

The first thing retail sales people should realize when faced with the "I need to think about it and I'll be back" response is that the vast majority of those customers will not think about it.

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Training in the Art of Listening

There are many things worth training your staff to handle, but I’ve seen that no better training can be had than that of teaching your sales team the art of listening.

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The Second Gun—The One to Keep Them Coming Back

How often do you see first-time gun purchasers, the ones for whom self-protection and concealed carry is the priority, back in your store again? If the answer to that question is “Not often,” you might...

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Airguns and Outreach Can Improve Your Bottom Line (Yes, Airguns!)

Airguns often get dismissed as mere “toys,” which they most certainly are not. Many think they begin and end with the nostalgic Red Ryder, something that couldn’t be further from the truth.

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Learning to Sell Part I: Rapport + Credibility = Value

Unfortunately, not everyone is born to sell. If you have staff who are challenged in building rapport with their customers, or part-time or temporary employees who work only during peak holiday hours...

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Learning to Sell Part II: Adding Finesse

In the first of this two-part series, I talked about how to help your staff discover their inner sales pro through building a genuine rapport and demonstrating their credibility with customers by...

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From the Counter: Shedhorn Sports

“From the Counter” is the NSSF real-time industry perspective from firearm retailers across the country. Our goal is to identify and highlight innovative market strategies to help retailers compete...

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Insights to Curriculum Development: Building a Basic Pistol Course

In previous articles, I’ve explained the importance of training offerings that support your niche market as a firearms range. I’ve also discussed the immeasurable benefits to creating a level of...

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Top Purchases by Clay Target Sports Participants in 2017 (video)

NSSF’s Latest Industry Intelligence Report (IIR) Highlights Clay Target Sports Participation and Economic Impact Millions of people participate in shotgun sports like skeet, trap and sporting clays...

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Selling to Millennials Part 1 — It’s about Options

Ultimate Defense Firing Range & Training Center (aka UD Range) in St. Peters, Missouri, may have cracked the ultimate nut on attracting and retaining Millennial customers with its common-sense...

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Selling to Millennials Part 2 — Creating An Experience

When it comes to building loyalty with his Millennial customers, Paul Bastean, Director and part owner of Ultimate Defense Firing Range & Training Center (UD Range) in St. Peters, Missouri, has a...

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Behind the Firing Line: Royal Range

Welcome to NSSF’s column for firearms range owners, managers and staff. “Behind the Firing Line” works to accomplish two things. First, it recognizes ranges that have met the stringent requirements...

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Domestic and International Firearm Sales

Spotlight On the 2018 Firearms Industry Compliance Conference Operating a firearms business across State lines is a complicated task. In addition to the numerous Federal laws, regulations, rulings,...

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From the Counter: AZFirearms

“From the Counter” is NSSF’s timely industry perspectives realized from firearm retailers across the country. Our goal is to identify and highlight innovative market strategies helping retailers...

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Firearms Industry: Get Involved in National Shooting Sports Month!

Spring is here and that means summer is just a few short months away — and so is our Second Annual National Shooting Sports MonthSM! It’s never too early to start planning out your calendar of events...

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From the Counter: Howell’s Indoor Range & Gun Shop

“From the Counter” is the NSSF’s timely industry perspectives from firearm retailers across the country. Our goal is to highlight innovative market strategies helping retailers compete more...

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Private Events Fill Idle Times for Firearms Ranges

“My whole thing is that if I’ve got a space in my facility that’s sitting vacant, I’m losing money. Literally. I’m heating it, I’m cooling it, I’m doing maintenance on it, so I want every inch of my...

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