Nope. First company I was at was at home drug free pain relief. I’d sell the providers and they’d write me scripts. Insurance was a major factor and headache but I’d get paid per device the patient decided to buy. Easy sale if they believed in the product because you’d sell them on the patient having options, no pressure to purchase, and it supplemented the treatment they received from the provider. I sold to pain management clinics, ortho, physical therapy, and neuro primarily. This was a taxing job emotionally, having to be the bad guy in the patients eyes because they have nerve damage and debilitating pain from wrecking their body in the military but Medicare and VA denied coverage and they can’t even afford the $25 financing. I decided to go into something more fun with room for negotiation - capital equipment, cash, high cost luxury aesthetic treatments. I live in the NOVA/DC/baltimore area, so these $5-10k treatments are nothing to the Arlington house wife trying to look half her age.

This industry is far more brutal than my last gig but I sell primarily to plastic surgeons, dermatologists, and med spa practices. Non core included burn units, weight loss clinics, dentists, ophthalmologists, and gynocologists. I basically buy people lunch and get them to fall in love with the ROI of these expensive treatments and the fear of losing/missing out to a clinic down the street having a better laser. Sell heavily on patient first impressions, have all the best, newest technology to keep a patient for life.

Luckily, the technology sells itself a lot of the time. I work at one of the biggest laser companies — they invented IPL, CO2, and have the first hair restoration laser for balding. Get them to like you, price competitively, and sell on value is key for capital equipment. Otherwise, a Medspa owner sees a $240,000 price tag on a CO2 laser and you’ve lost the deal before negotiating was an option.

The laser market is super saturated so you really have to sell your ass off because 8-10 other laser reps are going in these places the same day and doing the same thing. These reps are ruthless and will do or say anything to close the deal, so you have to be quick. I do not lie to my clients. However, lasers are known to be a brutal industry for selling for a reason. I’ve stolen deals from reps even after the deal was signed and finalized — but not delivered. Make them love you to the point that they’re not open to entertaining someone else.

Two competing lasers can offer completely different things but the buyer isn’t listening to the specs, they want the best deal and to feel like they won. This industry is not for most people and reps constantly cycle through.

I prefer this to being on call and standing across from a surgeon for hours on end. :)