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The Story Factor: Inspiration, Influence, and Persuasion Through the Art of Storytelling (Paperback)

by Annette Simmons (Author) "Skip looked into the sea of suspicious stockholders and wondered what might convince them to follow his leadership..." (more)
Key Phrases: blame stories, straw pig, genuine listening, Martin Luther King, Mary Magdalene, Old Joe (more...)

4.3 out of 5 stars See all reviews (69 customer reviews)

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Editorial Reviews

Amazon.com Review
Nearly everyone responds to a good yarn, and that's precisely the point behind The Story Factor by Annette Simmons. A "collaborative behavior" consultant to public and private organizations, Simmons argues that storytelling may just be the best management tool available to modern business leaders because it exerts influence in ways that other techniques cannot. And she doesn't suggest that stories be exclusively reserved for formal presentations, either; on the contrary, Simmons shows how they can be used effectively in small group settings and even one-on-one situations. She begins by describing six basic types that can be adapted to any circumstance (Who I Am, Why I Am Here, The Vision, Teaching, Values-In-Action, and I Know What You Are Thinking). She then offers pointers for finding them and advises that ideas be jotted down whenever they appear, built upon consistently, and practiced in private until the telling comes naturally. To that end, she includes helpful tips on presentation, noting that the words are only part of a package that includes body language, clothing, tone, and other components. Follow her lead and you'll likely never relate to any individual or group in the same way again. --Howard Rothman --This text refers to an out of print or unavailable edition of this title.

From Library Journal
In this highly readable book, business communications consultant and author Simmons (Territorial Games) pitches storytelling as the modus operandi for business success. Identifying six stories one must learn how to tell "Who Am I," "Why I Am Here," "The Vision," "Teaching," "Values in Action," and "I Know What You Are Thinking" Simmons illustrates how they can be applied under any circumstance. A successor to Dale Carnegie's classic How To Win Friends and Influence People, this work follows the format of a traditional textbook, mirroring a PowerPoint presentation with minimal text and maximum graphics, bullet-pointing, etc. Potentially useful as a communications text, this is a viable selection for public libraries looking to strengthen their business communications collection. Robert Moore, Itworld.com, Southboro, MA
Copyright 2001 Reed Business Information, Inc. --This text refers to an out of print or unavailable edition of this title.

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Product Details

Paperback: 272 pages
Publisher: Basic Books; 1st edition (June 4, 2002)
Language: English
ISBN-10: 0738206717
ISBN-13: 978-0738206714
Product Dimensions: 8.2 x 5.4 x 0.7 inches
Shipping Weight: 10.6 ounces

Average Customer Review: 4.3 out of 5 stars See all reviews (69 customer reviews)

Amazon.com Sales Rank: #41,852 in Books (See Bestsellers in Books)

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Inside This Book (learn more)

First Sentence:
Skip looked into the sea of suspicious stockholders and wondered what might convince them to follow his leadership. Read the first page

Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
blame stories, straw pig, genuine listening, successful influence, fear stories, vision story

Key Phrases - Capitalized Phrases (CAPs): (learn more)
Martin Luther King, Mary Magdalene, Old Joe, The Psychology of Story's Influence, Uncle Horace, Betsy Ross, Doug Lipman, Studs Terkel, Tipper Gore

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Citations (learn more)

This book cites 45 books:

Peace Tales by Margaret MacDonald in Front Matter, and Back Matter
The Far Side � by Gary Larson on page 87, and page 237
Wisdom Tales from Around the World (World Storytelling) by Heather Forest in Front Matter, and Back Matter
Right Mind by Robert E. Ornstein on page 118, and Back Matter
Improving Your Storytelling (American Storytelling) by Doug Lipman on page 45, and Back Matter

See all 45 books this book cites

42 books cite this book:

What's Your Story?: Using Stories to Ignite Performance and Be More Successful by Craig Wortmann on 7 pages
The Francis Effect: The Real Reason You Hate Public Speaking and How To Get Over It by M. F. Fensholt on 5 pages
Doing It Right: Realizing Your Company's Potential by Daniel D. Elash on page 24, page 38, and page 198
Re-Visioning The Way We Work: A Heroic Journey by Ginger Grant on page 111, page 120, and page 161
The Story Factor (2nd Revised Edition) by Annette Simmons in Front Matter (1), Front Matter (2), and Back Matter

See all 42 books citing this book

What Do Customers Ultimately Buy After Viewing This Item?

	84% buy the item featured on this page: The Story Factor: Inspiration, Influence, and Persuasion Through the Art of Storytelling 4.3 out of 5 stars (69)
	5% buy Whoever Tells the Best Story Wins: How to Use Your Own Stories to Communicate with Power and Impact 4.0 out of 5 stars (15) $14.96
	5% buy The Elements of Persuasion: Use Storytelling to Pitch Better, Sell Faster & Win More Business 4.9 out of 5 stars (23) $13.57
	3% buy Improving Your Storytelling (American Storytelling) 4.3 out of 5 stars (9) $10.17

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Customer Reviews

69 Reviews

5 star:		(48)
4 star:		(11)
3 star:		(1)
2 star:		(4)
1 star:		(5)

Average Customer Review

4.3 out of 5 stars (69 customer reviews)

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Most Helpful Customer Reviews

113 of 118 people found the following review helpful:

5.0 out of 5 stars Well written book - Bravo, June 29, 2003

By	Harold McFarland (Florida) - See all my reviews (TOP 50 REVIEWER) (REAL NAME)

Although I read about three books a week (over 120 per year) it is only once a year on average that I find one against which to lodge the following complaint. This book throws my reading schedule completely off track. When you find one that is so well written and so full of useful information you tend to slow down your reading speed to make sure that you don't miss anything important. What should have been a couple of hours to read ended up taking over a week as I read one part, digested it, then went back to read another one.

The text covers the most important story types to tell in order to exercise influence over others, gain credibility, etc. It also defines a story and how it can influence in ways that bare facts cannot, provides information on the psychology of how a story influences, and the important "dos and don'ts" of a storyteller. Annette Simmons provides multiple examples throughout the text so the reader understands how to apply the principles right away.

If you are studying storytelling, how to inspire others, how to influence others, how to change corporate culture, or any other aspect of change on a personal or organizational level then your education will be lacking if it does not include the information in this book. "The Story Factor" receives the highest recommendation that I can give.

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43 of 45 people found the following review helpful:

5.0 out of 5 stars How "truth well-told" can inspire, influence, and persuade, July 6, 2005

By	Robert Morris (Dallas, Texas) - See all my reviews (TOP 50 REVIEWER) (REAL NAME)

As Simmons explains in her Introduction, "This book [shares] what I have learned over the last eight years about story and about the power of story to persuade and influence. My personal story is to learn, share everything I have learned, and earn the right to learn more. You will find here [in The Story Factor] everything I know about using story to influence others."

How many books on the subject of leadership does Amazon now offer? I just checked. The current total is 16,159. Who were history's greatest leaders? (My own list includes Alexander, Jesus, Abraham Lincoln, Franklin Delano Roosevelt, Winston Churchill, and Mohandas Gandhi.) What do all of them share in common? Each was a great storyteller. Each used one or more of the six types of stories which Simmons brilliantly explains in her book:

Who I Am
Why I Am Here
The Vision
Teaching
Values-in-Action
I Know What You Are Thinking

To these six I presume to add I Know What You Care About. Point is, great leaders have a clear identity as well as a clear purpose and a compelling vision, use relevant information effectively to educate others and use a narrative effectively to anchor a necessary course of action within a human context because they thoroughly understand the given audience. As Simmons correctly asserts, persuasion must begin with trust and immediately fails without it. Hence the importance of credibility. Persuasion then requires that the "message" resonate with what is of greatest importance to the given audience. Hence the imperative need for relevance as when Roosevelt (during his "fireside chats") and Churchill (during his speeches in Parliament) told their listeners what they must understand, not necessarily what they wanted to hear.

Throughout her brilliant book, Simmons rigorously examines the basic components of effective storytelling. She explains what a story is and what it can do that facts alone cannot. She suggests how to tell "a good story," in process explaining the psychology of an effective story's influence. She offers excellent advice on how to influence the unwilling, the unconcerned, and the unmotivated. Simmons also devotes an entire chapter to "Storylistening as a Tool of Influence," then in the next chapter identifies a number of storyteller Dos and Don'ts. She concludes her book with insights which have their greatest value only if considered within the context created by the previous chapters.

For whom will this book be of greatest value? Certainly to those who must regularly communicate with others and currently lack the skills to do so effectively. Also to those who are required to make a major presentation of some kind such as when attempting to persuade a supervisor to approve a significant course of action or persuading a customer to make a major purchase. In fact, there are countless other situations in which the skills which Simmons explains and the tools which she provides can also give those who master them a decisive advantage.

Keep in mind, however, that "story" is but one of several factors in communication. Long ago, John Wiley Hill (founder of Hill & Knowlton) defined public relations worthy of the name as "truth well-told." Simmons leaves absolutely no doubt whatsoever about the importance of a truthful "message" communicated by a trusted "messenger." Credibility is absolutely essential and can only be earned by a combination of trust and expertise. What I also appreciate about Simmons' approach throughout this book is the conversational tone she establishes and then sustains. There is a refreshing absence of preaching. She is convinced (and I totally agree) that each person has her or his own "story" to tell. It remains for each person to select the most appropriate style was well as the most effective tools to tell that story well. Who are you? Why are you here? What do you REALLY care about? It remains for each reader to answer questions such as these and, obviously, the answers will vary significantly. Whatever the answers may be at any given time, Simmons urges that they be celebrated...and cherished.

Those who share my high regard for this book are urged to check others such as Doug Lipman's Improving Your Storytelling (he wrote the Foreword to The Story Factor), Stephen Denning's The Leader's Guide to Storytelling, and Storytelling in Organizations co-authored by John Seely Brown, Denning, Katarina Groh, and Laurence Prusak.

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18 of 18 people found the following review helpful:

5.0 out of 5 stars Essential Book for Leaders and Writers, November 2, 2005

By	Professor Donald Mitchell "Jesus Makes Me a P... (Boston) - See all my reviews (TOP 10 REVIEWER)

Having loved stories as a youngster (especially the Greek myths as related by my mother), I lost sight of the power of stories until I became a management consultant. I realized that the sales and education process both relied on simple, powerful stories rather than rational evidence. I again forgot about stories until I heard Howard Gardner talking about their primary significance for leaders. I then made a point to write all of my books by using as many complex, nuanced and persuasive stories as possible. Many people have praised me as a natural story teller, so I thought was done with the subject. Then, just last month, I heard Steve Denning talk about his experience in using stories to launch knowledge management at the World Bank. Oops! Here were new story ideas for me.

I ordered Denning's excellent book, The Leader's Guide to Storytelling . . . and decided to check out Amazon.com to see who else had written highly rated books on the subject. Annette Simmons' The Story Factor jumped out at me. When I examined both books, I realized that The Story Factor should be read first. It provides the overview that we all need on this subject as speakers and writers.

Ms. Simmons begins by describing six archetypal stories that we need to know how to tell: Who I Am; Why I Am Here; Vision; Teaching; Values-in-Action; and I Know What You're Thinking.

I was impressed to see these categories in print. As a consultant, I have been coaching leaders for over 30 years on how to fill in their repertoire of stories from categories that they usually ignore (especially, I Know What You're Thinking).

Having laid out that agenda, the rest of the chapters focus on "what" and "how to" elements:

What Is Story?
What Story Can Do that Facts Can't
How to Tell a Good Story
The Psychology of Story's Influence
Sound Bite or Epic?
Influencing the Unwilling, Unconcerned, or Unmotivated
Storylistening as a Tool of Influence
Storyteller Dos and Don'ts
The Life of a Storyteller

The book also contains a valuable bibliography that is worth the price of this volume.

Having read this book, I think I've finally gotten the point that I need to work on my stories . . . and not just every 15 years or so.

Give this book to those you love . . . and keep a copy for yourself!

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Most Recent Customer Reviews

1.0 out of 5 stars Little real help or direction for a busy business person
There's no doubt, a good story is an effective tool to inspire, influence and persuade others. In fact, in business, the person with the best story usually wins. Read more

Published 2 months ago by B. Holst

5.0 out of 5 stars Get your story ready
Ever wonder how important a story can be when influencing another person or group? Have you ever wondered how to tell a story that it is so vivid for people that they remember it... Read more

Published 2 months ago by Scott S, Bell

3.0 out of 5 stars makes point
a little redundant, but the author drives home the idea that story is a powerful tool to persuade or bring understanding to parties that otherwise might be resistant to your view.

Published 2 months ago by Jon PC Toastmasters

4.0 out of 5 stars A must in search of relevance
The power of a real story is so great that makes the need to learn how to do it better a must and enjoyable lesson. I already used my first proactive story.

Published 4 months ago by Jose Checo Brito

4.0 out of 5 stars Quite a Story
This book makes a great case for how stories (not necessarily long stories- anything from metaphors to analogies are included) are a critical and often overlooked form of... Read more

Published 6 months ago by Eric Kassan

5.0 out of 5 stars Storytelling and so much more
This book opened my eyes that storytelling is not only office gossip or stories told at sales presentations to entertain people. Read more

Published 9 months ago by R. Davis

2.0 out of 5 stars 240 pages telling you that storytelling = influencing others...
This book's sole focus and theme is to prove that stories are the best way to influence others. Subjective statements are used to prove this point... Read more

Published 11 months ago by C Winger

4.0 out of 5 stars Necessary for any sales person
One Day She'll Darken: The Mysterious Beginnings of Fauna Hodel

Stories are necessary in selling. Sometimes that's all that's necessary. Read more

Published 14 months ago by Rick Briamonte

2.0 out of 5 stars Not particularly helpful for learning how to create or tell a story
I bought this book based on its great reviews, but I have to say that I'm very disappointed. The book focuses on why to tell a story rather than just repeat a bunch of facts... Read more

Published 15 months ago by Matthew Hyman

4.0 out of 5 stars Power of telling stories explained by telling stories
How can you highlight the importance of telling stories ? "Well ... by telling stories !" says Annette. Read more

Published 16 months ago by Saravanan Velrajan

› See all 69 customer reviews...

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