Behavioral Science For Brands: Leveraging behavioral science in brand marketing.

Interview: Will Storr, author of The Science of Storytelling, on how great stories persuade and inspire action

Nov 12, 2025
In this engaging discussion, Will Storr, bestselling author and journalist, dives into the power of storytelling and its impact on persuasion in marketing. He explores how humans are inherently wired for narratives that shape identity and belief. Storr explains the concept of 'story-being' and illustrates it with the example of Theranos, showing how seductive narratives can overshadow rational thinking. He also highlights the importance of identity-driven advertising, the simplicity of messaging, and how curiosity can ignite engagement.
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INSIGHT

Brain As A Storyteller

  • The human brain is a storyteller, not a logic processor, so people interpret reality as narrative.
  • This explains why intelligent people can still believe irrational things when a compelling story fits their view.
ADVICE

Be Story Being, Not Just Storytelling

  • Treat storytelling as 'story being': become a character in your audience's life, not just a message sender.
  • Position your pitch as part of the listener's story world to increase persuasion and relevance.
ANECDOTE

Theranos: Story Overrode Scrutiny

  • Will Storr uses Elizabeth Holmes and Theranos to show story's power to override due diligence.
  • Investors ignored evidence because they were swept up in the narrative of a female Steve Jobs.
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