Click here to download the catalog as a PDF file. To view this site you need Adobe Flash Player and your browser must allow javaScripts. Go here to get the latest Flash Player. SELF-DEFENSE John Morrison Shooting Sports LLC owner Paul Hahn (left) sells another “dual-duty” handgun — this one an EAA 10mm pistol — to customer David Corbeille. It’s All About Attitude, Inventory And Experience elf-defense buyers — whether they are concealed-carry citizens or family folks concerned about home security — come to your shop bearing long-term sales potential. They look for small and large pistols and revolvers, semiauto rifles and shotguns, ammunition, less-lethal products, lights, knives and even books and videos. Their interests and needs cover a broad array of possibilities, and self-defense salesmanship comes down to attitude, inventory and experience. 26 FEBRUARY 2008 S While new products are constantly popping up, sound sales advice never goes stale. Often, first-time self-defense buyers have been victimized or had a close call with a nighttime intruder or parking-lot mugger. They need a patient, understanding approach and reassurance that you will take the time to help them make wise choices. “At the first sign the customer is interested in self-protection, I tell them, ‘I’m glad you came to us. We’re all about selfdefense and we’ll take care of you,’” said Randy Lish of Barlow’s Custom Guns, Salt Lake City, Utah. If you don’t have a display case or counter clearly devoted to self-defense, then flag selected products with bright placards stating “Great Choice for Concealed Carry” or “Top Pick for Home Defense.” “Rows of guns with only basic-info tags won’t get the self-defense buyer’s attention,” said Ryan Horsley of Red’s Trading Post, Twin Falls, Idaho. “You need eye-catching signage to interest the self-defense browsers.” WWW.SHOOTINGINDUSTRY.COM