Two years ago I was on my way to meet with the senior vice president of sales and two sales managers of a large IT consulting firm -- we were set to discuss sales training for a portion of their team. The company's offices took up the entire 11th floor of the building, so naturally, I had to take the elevator to their door.
I pushed the button.
The doors opened.
I stepped inside and punched "11."
Then, as the doors began to close, I noticed out of the corner of my eye that someone was hurrying toward me. So I quickly decided to share my ride and jammed my portfolio between the doors.
As the doors opened and the man's harried look turned to a smile, I saw that he was dragging behind him a janitor's cart.

Janitor: "Thank you so much for holding the elevator. I'm late getting started today, and there's a big meeting this afternoon on eleven."
Me: "That's where I'm headed."
Janitor: "I'm Jim." (Holding out his hand.)
Me: "Gill." (Reciprocating in kind.) "Nice to meet you."
Jim: "Nice to meet you too, Gill. If I may ask, what's your meeting about?"
Me: "It's a sales call. I train salespeople, and I'm meeting with the senior VP and two sales managers to discuss sales training for their team."
Jim: "You mean Bob and his guys?"
Me: "Yeah." (Somewhat surprised.)
Jim: "Bob is really smart and has a lot of experience, but he can also be bit of a hard-nosed bastard. But if you stand your ground, he'll respect you for it." (Doors opening. Jim stepping out.) "Good luck."
Me: "Thanks."

Turns out Jim was absolutely right about Bob. And while I may have been able to figure this out on my own, knowing to stand my ground the moment Bob tested my mettle made it all the easier to create a relationship based on mutual respect.
Bottom line:

• Every hand you shake has value ... find it.
• The owner of every hand you shake has something to teach you ... learn it.
• And finally, you'll never know what simple acts of kindness can produce, unless you act with simple kindness.

--
Gill E. Wagner, Sage of Selling
President of Honest Selling
Founder of the Yellow-Tie International Business Development Association