ForConstructionPros.com

It's tough out there. It's evident in conversations I have with contractors, stories I hear from friends in other industries and even in the thickness of this magazine. But there are bright spots in the economy and contractors who remain successful despite the economic climate. (For example, see Cover Story)

A few moths ago I had an article run through my e-mail from 20-year veteran of the equipment financing industry Edward A. Testa. The article, entitled "Ten Ways to Make More Sales in 2009," was a read I thought anyone in sales would find helpful and inspirational. The article begins:

"No one in sales can escape the hurricane force of the current business environment. It reminds me of some of the old war movies we see on cable with gritty looking GIs sloshing through the snow and mud lugging 80-pound backpacks. That's just about how almost everyone in sales feels every day, but particularly now.

"Just as life has changed on Wall Street, as well as your street and mine, selling has changed, not a little, but a lot. Those who will be the most successful in this new, different - and very challenging - environment will be those who are focused on the basics."

From there Testa outlines 10 basic guidelines to sales success and offers salespeople tips like "stop looking back," "let customers know you're working for them," and "lead with your best price."