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The Story Factor: Inspiration, Influence, and Persuasion through the Art of Storytelling, by Annette Simmons
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Review
"Highly readable."―Library Journal"The Story Factor provides valuable tools for using storytelling as a means for self-discovery and as a springboard for creating a more meaningful and successful future. This is vital new reading."―Robert K. Cooper, Ph.D. author of Winning at New Products"As the author herself notes, you can't make someone listen; you can only entice, inspire, cajole, stimulate, or fascinate. Stories do that; so does this book. It's a pleasure to dive into and an extremely useful tool for the would-be influencer or change builder."―Art Kleiner, author Schools That Learn and The Age of Heretics"This wonderful book...will unleash your capacity to be more effective in whatever your line of work. Everyone who cares about positive change at an individual, organizational or global level should experience The Story Factor."―Gail C. Christopher, JFK School of Government, Harvard University"It's not as hard as you think! Annette Simmons lays out the storytelling agenda in clear, simple steps. You can (and you must) tell a story if you expect to succeed as a marketer. This book ought to help."―Seth Godin, Author of All Marketers Are Liars"Once upon a time, story was banished from business. Then Annette Simmons came along to show us the error of our ways. This book is a smart, practical guide to tapping the power of narrative to improve your business and your life."―Daniel H. Pink, Author of A Whole New Mind"The Story Factor is full of entertaining and useful stories to enhance our ability to communicate effectively. It will be very useful to teachers and managers alike."―Edgar E. Schein, Sloan Fellows Professor of Management, Emeritus, and Senior Lecturer, MIT Sloan School of Management
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About the Author
Annette Simmons is founder of Group Process Consulting, specializing in helping organizations build more collaborative behaviors for bottom-line results. A popular speaker, community activist, and author of Territorial Games and A Safe Place for Dangerous Truths, she lives in Greensboro, North Carolina.
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Product details
Paperback: 320 pages
Publisher: Basic Books; 2nd edition (April 4, 2006)
Language: English
ISBN-10: 9780465078073
ISBN-13: 978-0465078073
ASIN: 0465078079
Product Dimensions:
5.4 x 0.7 x 8.3 inches
Shipping Weight: 1 pounds (View shipping rates and policies)
Average Customer Review:
4.0 out of 5 stars
132 customer reviews
Amazon Best Sellers Rank:
#195,232 in Books (See Top 100 in Books)
As the title indicates, this is a book about the power of storytelling as an influencing tool. As Annette best tells it: "People don't want more information. They are up to their eyeball in information. They want faith...Faith needs a story to sustain it - a meaningful story that inspires belief in you and renews hope that your ideas indeed offer what you promise...Story is your path to creating faith. Telling a meaningful story means inspiring your listeners...to reach the same conclusions you have reached and decide for themselves to believe what you say and do what you want them to do. People value their own conclusions more highly than yours. They will only have faith in a story that has become real for them personally. Once people make your story, their story, you have tapped into the powerful force of faith. Future influence will require very little follow-up energy from you and may even expand as people recall and retell your story to others."The author then goes to summarize what the remainder of the book is about: "The rest of this book is dedicated to proving to you the things you already know about storytelling and filling in whatever gaps might be missing. Storytelling is not rocket science. It is very easy and incredibly rewarding to practice."A very enlightening, practical and applicable book - no matter what it is that you do in life. You will find inspiration and learn numerous techniques to improve your storytelling abilities and consequently your influence. Highly recommended read!Below are key excerpts from the book, that I found particularly insightful:1- "There are six types of stories that will serve you well in your efforts to influence others. 1) "Who I Am" Stories, 2) "Why I Am Here" Stories, 3) "The Vision" Story, 4) "Teaching" Stories, 5) "Values-in-Action" Stories, 6) "I Know What You Are Thinking" Stories. "2- "Other methods of influence - persuasion, bribery, or charismatic appeals - are push strategies. Story is a pull strategy. If your story is good enough, people - of their own free will - come to the conclusion they can trust and the message you bring."3- "People need story to organize their thoughts and make sense of things. In fact, anyone you attempt to influence already has a story...If you tell them a story that makes better sense to them you can reframe the way they organize their thoughts, the meanings they draw, and thus the actions they take."4- "Policy can't adapt, but a story can give guidance, make sense, and without ruling on either side of an unresolvable conflict, invite someone to think through her own creative solution to a tough problem."5- "A good story helps you influence the interpretation people give to facts. Facts aren't influential until they mean something to someone. A story delivers a context so that your facts slide into new slots in your listener's brains."6- "However, if you tell sustaining, guiding stories like this one, people will feel empowered to stop asking you for answers and to think for themselves. An answer only gives them a fish, whereas a story teaches them how to fish for themselves."7- "Influence is a function of grabbing attention, connecting to what they already feel is important, and linking that feeling to whatever you want them to see, do,or feel. It is easier to let your story land first, and then draw the circle of meaning/connection around it using what you see and hear in the responses of your listeners. Influencing is a real-time activity."8- "Traditional models of influence are linear and focus on power that is first gained, then exercised, and in the end either reinforced or list. Story favors a circular model of power where influence is passed back and forth and where beginning are endings and endings are beginnings."9- "A wonderful way to find influential stories is to review the personal experiences that brought you to the place where you now want to influence others."10- "True influence changes behavior without relying on constant reminders. Any agreement that depends on policing future behavior is not addressing some force or dynamic still working against your desired goal."11- "No builder would start building without first understanding the foundations of the terrain. Neither would a successful influencer build a new story without first understanding the old stories. Influence will require either a new foundation that can coexist with the old stories or excavation and removal of the old outdated stories."12- "Storytelling tracks vital deviations that inspire growth - meaningful personal experiences, creative solutions to conflict, and paradoxial truths."13- "After all, organizational values form behavior. Stories about your values in action create and sustain the organizational culture (for better or for worse). When you live the vision and values you profess, you need only tell people what happened last week or last moth. If you aren't living your vision and values daily, well, you can't dress a pig in a ball gown and expect people to call her princess. Story telling operates as a litmus test of accountability that simultaneously inspires and reminds us to stay true to our values."14- "Storytelling is the most valuable skill you can develop to help influence others. It is your birthright to be a good storyteller. In a sense, your life is a story and you are already telling that one perfectly. "
Couple of days ago I have ended reading this little book. I am a software craftsman and most of the time I am in logic and technical things. But you know what? After this book I can see the whole world from new perspective.What I remember from the past - stories. What I do all my life is now connected in my thoughts as a story. Stories were the cultural foundation for many years. It is a pleasure to reinvent them through this book.This book is not a manual. It is a story of a woman who lives her life and does things that she founds important. Don't take it is a 100% truth. Just give it a try and you would find some precious ideas.
This book is a very valuable book for people who want to use storytelling (via public speaking or business motivation) to influence others. It is especially suited to helping you influence people toward a positive change, including positive social change, but anyone who tells stories can benefit from the book.Like most books on the subject, it covers why stories are important and effective (more so than some books) and gives tips for storytelling (less than some books), but it also tells you how to help others care. The author comes from a place of wanting to contribute something to the world and has a lot of wisdom around communicating with others.I especially enjoyed Chapter 7 which discusses the importance of finding common ground (similar desires, ideals, etc.) with someone you want to influence. The chapter offers valuable insights for social activists who want to make a difference. Part of it focuses on how to approach audiences that are: cynical, resentful, jealous, hopeless, apathetic, or greedy. Chapter 8 stresses the importance of listening to people we want to change.In some ways this is the most profound book I have read in awhile. Her most recent book, Whoever Tells the Best Story Wins, is also very good. Among other things, it further develops some of the points in The Story Factor (for ex., the six types of stories). But the first book goes deeper in the area of being a positive influence.
Wonderful book! The descriptions and ideas are so good, I have already incorporated them into my teaching as well as with my family. I told stories as a part of teaching before BUT this has very much improved my efforts. Totally recommend. This can improve your ability to:-Teach concepts-Help people to learn without giving directives-Give advice without "giving advice"-Entertain-Drive your point home like you never knew you could-Explain anything so much better.This skill is powerful.
While I've been presenting for years, this book taught me quite a few things. In particular, while I've always used stories to some extent, this book formalizes the concept and helps you think about your presentation in terms of stories and integrates them much deeper than I had before.It also helps you create and think through a few core stories that illustrate key points - as well as when to use them to drive a point home. Ultimately, most presentations - particularly technical ones - need to balance stories with specific facts so I think some aspects of the storytelling might be overplayed, but it really helps get you in the right mindset.This is probably a better book for experienced speakers looking for ways to enhance their talks since I think someone needs to have the basics down first and use this to augment and enhance the talk. While some talks work as a pure story, most talks need stories to reinforce the core elements more than being the core element itself.That said, great book - buy it and you will come away with some really new ideas and ways of thinking about your presentations.
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