nickev -
Do you know if the controller is expecting to see one of the control lines asserted? e.g. CTS, RTS?
A null-modem cable is often more than just crossing RD and TD.
RS-485 can be tristated, and you must have some way of enabling the driver (take it out of tri-state). Some implementations use RTS to do this, some do it automatically. If you have a master / slave setup, that has to be coordinated (one node a master, the other a slave). You might also have to establish bias resistor values to get things to work, and perhaps terminating resistors as well.
There's info on this at www.bb-elec.com/tech_articles/rs422_485_app_note/
Also en/wikipedia.org/wiki/RS-485
Menchar