Table of Contents

CONTENTS

Acknowledgments vii

Introduction 1

1 Why Tell Stories? 8

ENVISION Success

2 Set a Vision for the Future 14

3 Set Goals and Build Commitment 20

4 Lead Change 27

5 Make Recommendations Stick 36

6 Define Customer Service Success and Failure 45

[HOW-TO] 7 Structure of a Story 54

Create an ENVIRONMENT for Winning

8 Define the Culture 66

9 Establish Values 74

10 Encourage Collaboration and Build Relationships 82

11 Value Diversity and Inclusion 91

12 Set Policy Without Rules 100

[HOW-TO] 13 Keep It Real 108

[HOW-TO] 14 Stylistic Elements 118

ENERGIZE the Team

15 Inspire and Motivate 131

16 Build Courage 140

17 Help Others Find Passion for Their Work 148

[HOW-TO] 18 Appeal to Emotion 154

[HOW-TO] 19 The Element of Surprise 167

EDUCATE People

20 Teach Important Lessons 176

21 Provide Coaching and Feedback 187

22 Demonstrate Problem Solving 196

23 Help Everyone Understand the Customer 204

[HOW-TO] 24 Metaphors and Analogies 210

EMPOWER Others

25 Delegate Authority and Give Permission 217

26 Encourage Innovation and Creativity 224

27 Sales Is Everyone’s Job 230

28 Earn Respect on Day One 237

[HOW-TO] 29 Recast Your Audience into the Story 243

30 Getting Started 251

Appendix 268

Index 276

About the Author

Paul Smith Ph.D. is a medical journalist who specializes in nutrition.

Reviews

..".full of ideas on how to use narratives to engage your listener." --Financial Times

..".anyone could pick up the book, understand the actionable advice, and begin telling their own stories right away." --SalesEngine.com

..".brilliant...filled with rare insights and 'you had to be there' style stories, this book lives up to its promise of using storytelling to deliver powerful lessons." --Rohit Bhargava blog

..".offers interesting, engaging and practical advice for effectively crafting your own stories to better accomplish your personal and organizational goals." --The Journal of Healthcare Contracting

..".outlines a comprehensive, yet very practical guide to telling stories in business...a must read for anyone who engages with customers, stakeholders and employees." --CMSWire.com

..".provid[es] the literary tools to create great stories that can teach, motivate and lead." --Wharton Magazine

..".shows readers how to tell stories that build bridges into their future. If you want to go far, combine your competence with storytelling." --Leadership Freak

..".this practical resource gives readers the guidance they need to deliver stories to stunning effect." --Abduzeedo Design Inspiration

..".thoughtful, meaty, comprehensive and seriously useful... profoundly straightforward and helpful..." --Authentic Organizations

..".touts the value of story telling as a communication tool for business people." --800-CEO-Read

ExecRank Distinction Awards for Business Books 2012

Masters in Communications 100 Influential Books Every Communications Major Must Read 2014

NOOP (Exploring the Networked Economy) 40 Best Influence & Persuasion Books 2013

The Influential Marketing Book Award 2012

27 Gen: Generational Learning Works Both Ways 12 Best Books 2012

"getAbstract recommends that managers, salespeople and presenters read this charming compilation, from its useful instructions all the way to its happily ever after." --getAbstract

"[Smith's] depth of understanding on how to craft great stories...has him doing some of the most important work of our time on the subject." --Ryan Powell blog

"Buy this book and let it help you find your story. Let Paul Smith show you how to tell that story." --PCB007

"By taking Smith's instructions to heart and becoming master storytellers, we may all avoid fidgeting, glassy-eyed audiences in the future." --ABA Banking Journal

"Get a jump start on developing your own bank of leadership stories and check out Lead with a Story today." --Seven Story Learning

"I truly adore this book and recommend it to busy executives who want a quick source of material to use in their presentations and communications." --Speaking Practically

"I've been searching for an excellent book on storytelling in business. And I found it: Paul Smith's Lead with a Story." --Speaking Practically

"If you are a speaker, a teacher, a friend, a pastor, a worker, a leader...you will learn from this book! PICK IT UP!" --I'd Rather Be Craving blog

"If you brief people, make speeches, or give presentations to your board or other groups, the book is worth your time." --Musings from the CU Suite

"Packed with a wide variety of stories and scores of key lessons on leadership, Lead with a Story is an engaging and informative resource for any leader." --Soundview blog

"Paul Smith is the consummate storyteller, but he is also a generous, sharing teacher who imparts a great deal of wisdom in his book." --ForeWord Reviews

"Take your leadership skills to a higher level by crafting business stories that captivate, convince, and inspire!" --Management is a Journey

"The book is chock full of great stories and clear, simple techniques you can use to be a better storyteller." --thoughtLeaders