--- title: Little Hinges Don’t Swing Big Doors | The Sales Blog description: Explore Anthony Iannarino's blog on how strong attributes and a solid foundation are essential for high sales performance. Learn how to become a powerful image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_19513078.jpg --- ### [Now booking SKO meetings for 2026/27! 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I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions. --- [Little](http://thesalesblog.com/blog/2012/08/28/big-enough/) hinges don’t swing big doors. Strong hinges firmly attached to a strong foundation are what swing big doors. Weak hinges won’t handle the size and the weight of big door. Hinges that aren’t securely attached to a strong foundation won’t swing a big door either; they’ll get pulled right out of their The more you ask of a hinge, the more you need it to be strong and firmly attached to an even stronger foundation. #### You: Hinge It takes a lot to make a salesperson a strong hinge. It requires dozens of attributes and skills (my list includes self-discipline, optimism, competitiveness, determination, initiative, resourcefulness, caring, empathy, and communication). It also takes a grounding in a firm foundation. That foundation is the fundamentals effective selling, not some new-fangled esoteric fad (my list includes [closing](http://www.success.com/articles/2305-lets-make-a-deal-sales-success), prospecting, storytelling, diagnosing, differentiating, negotiating, [business acumen](http://thesalesblog.com/blog/2013/06/25/the-urgent-case-for-business-acumen/), change and consensus building, leadership, and accountability). If you are a salesperson, you know that much is required of you. Selling has never been easy, but it’s more challenging now than ever. Your company expects more of you. Your clients expect much more of you. The door you are asked to swing is a big, heavy door indeed. You need to work hard to [grow](http://thesalesblog.com/blog/2013/04/23/four-important-ideas-about-success/) and improve. You need chops. You need to become a serious value creator. If you are a sales leader, you know you are asking much of your salespeople, maybe more than they are prepared to handle. If you really want strong hinges, [you have to help](http://thesalesblog.com/blog/2012/11/16/how-to-build-a-great-salesperson-from-scratch/) make them strong. You have to help them become who they must become. You have to help connect them to the firmest of foundations. Little hinges swing little doors. You don’t want to be a little hinge. You want to be a strong hinge. **Questions** Who do you have to be to handle what is asked of you? Can you afford to be little? How do you increase your strength, your ability handle a heavier load, produce better results? What foundation is helping to give you the leverage you need? ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [Goals](https://www.thesalesblog.com/blog/tag/goals) [2013](https://www.thesalesblog.com/blog/tag/2013) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on August 6, 2013 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2024-09-11T4:56:10 AM", "datePublished" : "2013-08-06 20:40:20", "description" : "Explore Anthony Iannarino's blog on how strong attributes and a solid foundation are essential for high sales performance. 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