AN INTRODUCTION TO FIREARM SALES 07/02/2014

BY MICHAEL GREEN TECM 2700

AN INTRODUCTION TO FIREARM SALES 07/02/2014


BY MICHAEL GREEN TECM 2700

TABLE OF CONTENTS iii
BY MICHAEL GREEN TECM 2700

Safety First! ..3

What information is important? ...5

Where to Get This Data? .7

How does this information apply to sales? ...9

Sales Techniques and the Sales Process. .11

What is Different About a Gun Show? ..13

What is a 4473 and What Else Do I Need? .15

What Other Information do I Ask For?.....17

Chapter Nine .....19








TABLE OF CONTENTS iv
BY MICHAEL GREEN TECM 2700






TABLE OF CONTENTS iii
BY MICHAEL GREEN TECM 2700


INTRODUCITON v
BY MICHAEL GREEN TECM 2700

Welcome to the wonderful world of firearm sales in the great state of Texas. This
manual will guide you on your path to becoming the best firearms sales person in the
state and possibly the country. It will serve as your guide while researching product data,
helping you to identify the most valuable information and recourses. You will learn to
combine this knowledge with proven sales techniques. You will also be guided through
the different guidelines for retail location and gun show sales. Most importantly this
manual will introduce to the 4473 ATF form for background checks and walk you
through the important questions. You will need nothing more than internet access to
begin. Congratulations and welcome to largest civilian firearms market in the U.S.

BY MICHAEL GREEN TECM 2700

FLY CHAPTER ONE
PAGE LAYOU
CHAPTER ONE 3
BY MICHAEL GREEN TECM 2700

Safety First!
Always use proper safety procedures when handling product. Keeping you and your
customers safe is your number one priority.
Always use the following techniques.

Never load a weapon until proper
time for use.


Open the action to check for a clear
breech more than once.

Never point the weapon at another
person.

Never put your finger on the trigger.
(Unless in safe use environment.)

Check all safeties are working and in
the on position.

Check to make sure the weapon is
secured properly.

BY MICHAEL GREEN TECM 2700

Fly chapter two








CHAPTER TWO 5
BY MICHAEL GREEN TECM 2700

What information is important?
When researching product data it is important to note some key points.
Price

Weight

Trigger Pull (in pounds per square inch)

Ammunition Capacity

Available Calibers

Warranty
Features Sample

BY MICHAEL GREEN TECM 2700

Fly Chapter Three
Chapter Three 7
BY MICHAEL GREEN TECM 2700

Where to get this data?
While there will be some information on the product much of your data will come from
manufactures websites and other internet sources. No one person can know it all but it is
vital that you know where to get the information. The following are a few of the
manufactures websites and video sharing sites that host information on products ranging
from specifications to customer reviews.

Smith and Wesson www.smith-wesson.com

Ruger www.ruger.com

Springfield Armory www.springfield-armory.com

Sig Sauer www.sigsauer.com

Colt www.colt.com

Glock www.glock.com

Taurus www.taurususa.com

Rock River Arms https://rockriverarms.com

Remington Arms www.remington.com

You Tube www.youtube.com

BY MICHAEL GREEN TECM 2700

CHAPTER FOUR 9
BY MICHAEL GREEN TECM 2700


How does this information
apply to sales?
A firearm is a tool and you must identify
the role you are trying to fill. Below is
listed some of the primary uses for
firearms.

Concealed Carry

Hunting

Training

Home Defense

Competition

Collection

Competition
Hunting
Defense

BY MICHAEL GREEN TECM 2700


CHAPTER FIVE 11
BY MICHAEL GREEN TECM 2700

Chapter Five
Sales Techniques and the Sales Process.
Greeting
Always acknowledge customers. Even if they dont stop to talk wish them a good day
and smile. Be happy and excited to help them. Make the sales process as pleasurable as
possible.
Identify
Ask all the right questions. Again we have to identify what product best suits their needs.
What will you use the firearm for?
What is your budget?
What features are important to you?
Make suggestions
After identifying the needs of the customer make suggestions based on your knowledge
of the products you have available. If possible offer the customer three options that fit
the following criteria.
The best available
The best value
The most inexpensive
Close the sale
Once the customer has made their selection ask for their business. Always look to close
the sale. A customer may be ready to purchase but if you neglect to close the sale they
will walk away.

BY MICHAEL GREEN TECM 2700

fly page
Retail and Gun Show Sales
CHAPTER SIX 13
BY MICHAEL GREEN TECM 2700

What is different about a gun show?
Texas gun shows are the pinnacle of the civilian firearms market in the United States.
Profits are made through volume sales. This means that the pace is extremely high. In a
retail setting one can focus on add-ons like ammunition and accessories. During the gun
show, time and product are unavailable for such a sales. The most successful sales
people are continually closing and moving units at a high rate.


BY MICHAEL GREEN TECM 2700

CHAPTER SEVEN 15
BY MICHAEL GREEN TECM 2700

What is a 4473 and what am I responsible for?
The 4473 form is the background check form provided by the federal government. In the
early part of your training you will not be required to call in background checks.
However you will need to review your customers completed form for errors or flagged
information.
ATF Form 4473

BY MICHAEL GREEN TECM 2700

CHAPTER EIGHT 17
BY MICHAEL GREEN TECM 2700

What other information do I ask for?
To complete a legal transaction
there are some things you will need
to retrieve from the customer. The
customer is required to have a
current state issued ID containing
their most recent address. You are
required to ask Is this purchase for
you? or Is this going to be your
firearm? If the customer answers
no then you will be unable to sale
the individual a firearm. The only
exception to this is if the purchase is
a gift for a family member. Failure
to meet this criteria leaves the sales
person criminally liable.
Sales Process and Completion

BY MICHAEL GREEN TECM 2700

CHAPTER NINE 19
BY MICHAEL GREEN TECM 2700

Congratulations on completing An Introduction to Firearm Sales. You are now ready
to begin your training. Always put safety first. Remember all the vital information you
have learned. Research your product information focusing on the most important data.
Use your product knowledge to formulate suggestions based on your customers needs
and desires. Always close the sale. Remember the important questions to ask when
beginning the background check. You are now on your way to an exciting career firearms
sales.