What are some sales "constants" that are true no matter the economy or market forces at play?
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There is always an art and human element. Are you competent, and can you help me? That's #1.
The science is knowing your numbers. You will always face rejection because you will never be FOR everyone and that's a good thing. The reality that you have to accept from there is that you need:
x number of leads -> x number of meetings -> x number of deals -> x number of closed won $
Oversimplification of course BUT both are always true.
Figure out the plays that work and do them consistently. When the economy changes, be agile and change the plays and do them consistently. Lack of consistency is a killer. Many salespeople know what to do and can even do it well, they lack the consistency and then don't meet the goal. So the constant is do what you do well consistently.
The other constant is focus on the customer. That should never change.
At the end of the day, buyers just want to impress their bosses. Help them do that, and they'll be more likely to buy.
Stories over stats. Stories that TIE to the stats sell, stats alone won't sell your product/service.
Validation from peers carry a lot of weight. And upselling an existing client is fraction the cost to the seller then acquiring a new customer.