Know your enemy and know yourself
Collect all the intelligence on similar devices currently used in these hospitals, are there any? How long has it been in use? Accuracy? The degree of automation? Purchase price? Maintenance costs? Other indicators of your specialty. The more detailed and granular the better! Compare your product parameters one by one against the above indicators. Make a list of the advantageous data. Based on the advantageous data, answer yourself the question, what intuitive, visible benefits can be deduced from this data for hospitals, patients, doctors, administrators, users? Sort out the logic. The objects of deduction must be arranged in the above order. Completely mapping the entire hospital medical equipment procurement process and the responsible person, who proposed? Who review? Who approves? How many levels of approval? How is the money paid? What is the procedure for disbursing money? Draw a diagram. Prepare a crowning reason for the key people at each node: why they should purchase your product. It's important that this reason stands up to scrutiny and challenge. Even your own father won't be able to speak for you if you don't have a good reason. From the first link of the key people to start, dinner and wine gifts and health care together, supplemented by brainwashing and customer training, so that he helps you do his job within the scope of things. Then attack the next link of the key people, and so on. When all the links are through, your business is also done. Usually pay attention to maintain your circle, both to combat competitors, but also to ensure your position in the company, they will be a source of constant wealth in your life. Give me the feeling that the questioner should be the industry rookie feeling, there is no demeaning meaning. First of all, a product promotion plan does not eat this said, the use of the department to the equipment section does not apply, the equipment section to the hospital where the leadership does not apply. Operators of this link can not look at the plan, so that your equipment on the horse is greater than or equal to his existing interests can be, of course, there are always special reasons such as the director of the department attaches great importance to the views of the operation of the technical staff, etc. Another case.