Q. In high tech sales situations, what are some ways of obtaining better results on sales calls? A. Start by shifting focus from you to your client. Instead of presenting information to a client on your first sales call, try asking client what expectations they have for meeting. You can build a list of desired results from their answer. Try using questions that put client in driver’s seat. For example, “What would you like to learn more about?” or “How can I help resolve these issues?”

Q. Are clients actually put off by technical language? A. It depends, because there are instances when it is appropriate. If you’re speaking to a technical person who expects you to inform them about these aspects, go ahead. In many cases, decision maker is not technical, so speaking in terms client does not understand wastes their time. Even worse, they feel uncomfortable. Do you know anyone who would buy under these circumstances? There is no easier way to lose a sale then alienating a client.

"Wat we obtain too cheap, we esteem too lightly". Paine

"Friendship based on business is better than a business based on friendship". Rockefeller

Do you want to know how you can save time and get higher profits, make your product competitive and ensure its sale on world market? Well ! But first I invite you to analyze together situation around conditions of problem. The XX century, latest period of history of analytical chemistry, was specially rich in innovations. A great significance had invention of chromatography (M. S. Tswett, 1903) and subsequent development of its varieties.

The analyses of a great number of substances are based on use of chromatographic principles of separation. On this same principle are based separation of isotopes and therefore creation of atomic weapon and atomic power stations.

Six Nobel prizes were won by Carrer in 1932, Kuhn in 1938, Ruzicka in 1939, Martin and Synge in 1952, Sanger in 1958 and 1980 - authors, whose achievements depended to a significant degree on use of chromatographic analysis.

In development of chromatography, a process that goes on up to-day, a definite tendency is traced. After substantial theoretical and technological "gush" it follows to provide equipment with additional parts allowing enlargement of analytical possibilities of chromatograph. On this background it is considered in - time development of Chromabarography - a new basic technology of chromatography.

What does it present itself, what does it give to user and producer of equipment? After all, heart of chromatography is chromatographic column. The theory of gas chromatography, presented by equation of Van Deemter H = A + B/u + Cu shows that for each chromatographic separation there exists an optimal flow rate above and below which column efficiency is reduced.

In practice, linear speed of sample zone moved by carrier gas, is changed continuously and increases as it approaches outlet, which results in a non-effective use of a part of column.

Yet linear speed may be kept constant by programming movement of pressure gradient along column, realizing function pressure - location - time and keeping ∆ p constant at ends of chromatographic column during whole process of analysis.

For first time in world this basic technology was worked out and proposed by me, based on investigation of factors of diffusion and kinetics, and includes meaning "bar-gradient chromatography" or Chromabarography. For its realization an equipment was invented and defended by a Russia patent. As a result a maximum possible efficiency (Hayrapetyan's Effect) of column is obtained at a minimum length, which at same time is optimal as well, as in difference to ordinary column further increase in column length increases analyses time. However these are not only advantages of Chromabarography. On contrary, new interesting possibilities of its modifications are opened which foresee: of combined application of moving gradients of pressure and temperature (Chromabarothermography)