ROBERT'S BEST SALES ADVICE

If your sales calls are falling flat, steal this strategy.

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Years ago, Robert Herjavec hired a young sales guy. The kid was smart, professional, and learned everything about the company's products. But he couldn't close a deal. "This kid's a loser," his sales manager told Herjavec. "Let's get him outta here."

But Herjavec wanted to join a few calls with the kid first. What he observed was telling: The kid did nothing wrong, but he also did nothing to connect with his clients.

So Herjavec gave him some unusual advice: "On your next sales call, I want you to walk in, sit down, don't say anything for like a minute," Herjavec told him. "Then look the client in the eye and say, 'I'm so thankful for you taking this meeting. But I have to be honest, I am so nervous. This is my first sales call."