DESCRIPTION
Ever wondered why your gut feeling says something to you and why? When the feeling comes from deep in you but you can’t explain?
Here is the method we at story53 have designed to give you the power to use body reaction more consciously…
This more neural way of storyselling is a five-step method that sequences information to shape the listener’s biochemistry: it primes reward systems (dopamine/endorphins), builds trust and social bonding (oxytocin), reduces threat responses (adrenaline/cortisol), and only then introduces the call2action so decision-making happens in a receptive physiological state. Instead of opening with a “bad” message (which spikes threat chemistry and narrows attention), you open with demonstrated outcomes and human stories that activate reward and bonding chemicals. The Unique Selling Proposition is simple and measurable: you change the listener’s internal chemistry before asking for commitment, making acceptance more likely without manipulation but by just better sequencing the story and its messages. This is pragmatic neuroscience applied to professional storytelling, suitable for pitches, fundraising, sales proposals and internal change requests.
ORIGIN
The non-violence techniques and the burger-/sandwich-feedback method use the same behavioral approach. But there is no clear “hormones/bio-chemistry” method described yet, clustering and explaining it.
Therefor, we created tis technique used in international corporates and on board- and c-level management by our founder Manuel Kirailidis since 1995…
Its design synthesizes peer-reviewed neuroscience on oxytocin, dopamine, cortisol/adrenaline, and applied storytelling best practices.
USED BY
Companies and practitioners who already use closely related tactics include major consumer brands that lead with outcomes and emotion in ads and pitches like Coca-Cola, Apple, Nike, Dove, Airbnb without giving the method an own name. Charities and B2B storytelling teams also apply the same sequencing (show impact then a human story and then handle request).
Approximately needed time
- Step 1: 3-6 hours
- Step 2: 4-8 hours
- Step 3: 2-4 hours
- Step 4: 2-5 hours
- Step 5: 1-4 hours
- TOTAL: 12-27 hours
METHOD
MATERIAL YOU COULD NEED: Slide deck or short video, one or two short first-person stories or case studies (video or written), supporting data visuals (metrics of impact), testimonials or social proof, a clear budget slide or document, follow-up template.
STAKEHOLDER GOOD TO KNOW: Data owner and analyst to provide credible outcome metrics to prime reward systems. Customers and users to supply human story or testimonials (boosts oxytocin). Finance and decision gatekeeper to ultimately review the budget (include early to frame acceptable outcomes). Creatives and video producers to ensure emotional cues are produced reliably. Each stakeholder supplies credibility, emotional resonance or governance that either supports reward/bonding chemistry or clears obstacles to approval.
STEPS
OUTCOME & RESULT DEFINITION
Open with the positive result that your listener wants to see (business outcome, customer transformation, revenue, impact). Use a short, 30-90 seconds vivid demonstration of the result-story, a before/after metric, or a crisp demo.
With this anticipation of reward you trigger dopamine and often endorphins. These chemicals narrow attention toward the possibility of gain and create approach motivation. If the brain anticipates a desirable outcome before it computes cost, it’s more likely to weigh benefits heavily and remain engaged.
Start with the outcome briefly and concretely: “In 90 days this pilot lifted conversion by 28%.” Follow immediately with a sensory detail or visual that makes the result feel real (a dashboard snapshot, a customer quote). This jumpstarts reward circuits and reduces immediate focus on obstacles. Keep this opener short — long exposition before the payoff will drop anticipation.
Supporting methods: A/B testing of openers; teaser/cliffhanger techniques and demo scripting.
Example: For a fundraising pitch start with a 60-second clip of a beneficiary describing their transformed life after support, then flash the key metric (e.g., “2000 lives impacted in only 6 months”).
HUMINAZE TRUST
After the result, introduce a short human story or character (1–3 minutes) that creates empathy and perceived authenticity. Use names or a product, concrete emotions, and a micro-arc (struggle + intervention = result) and add a social proof (testimonials, recognizable logos) near the end of this step.
Compelling character-driven narratives stimulate oxytocin, which is the social bonding chemical and increases trust, generosity and openness to influence. Once social bonding chemistry rises, listeners are physiologically more likely to accept recommended actions.
Use a concise character arc and avoid generic platitudes. Authentic small details (a quote, a tangible outcome) are stronger than abstractions. Follow the story with a quick, credible piece of social proof (a quote from a known client, a logo strip) to convert empathy into perceived competence.
Supporting methods: Narrative interviewing techniques, customer success playbooks and testimonial collection of best practices.
Example: In a sales deck: after the result clip, show “Anna, Head of Ops” describing the day her team regained 10 hours per week and shortly after, a short quote from a recognizable client confirming the number.
PURPOSE DRIVEN REFRAMING
Remove early threats by reframing risk, clarifying low downside, and explaining safety nets. Put the budget/obstacle language later. When you do mention constraints, frame them as manageable or reversible options (pilot, money-back, phased rollout).
Direct mentions of cost, penalty or heavy commitment trigger adrenaline/cortisol (threat response): attention narrows, avoidance increases, and listening becomes defensive. By delaying the cost and reframing risks as controllable, you lower physiological threat and keep the listener in an exploratory, not defensive, mode.
Use specific risk-mitigation language: “We propose a 3-month pilot with clear success metrics and an opt-out.” Show how failure is handled and the upside if things go right. Offer micro-commitments (small first steps) instead of all-or-nothing asks.
Language matters: swap “cost” for “investment” only if you can back it with clear returns.
Supporting methods: Risk mapping, pilot design, behavioral economics nudges (defaults, opt-outs).
Example: In an internal change story, present a trial period and dashboard that reports KPIs weekly, instead of asking for a full department budget up front.
COMMITMENT DESIGN
Introduce the budget request (or similar negative messages) only after the listener is primed (after Steps 1–3). Make the request concrete, framed as a logical next step, and provide multiple commitment options (small to full). Use clear metrics and link the investment to the outcome already shown.
After reward and bonding chemistry is elevated and threat lowered, the brain evaluates cost under a different valuation regime and benefits are salient and social trust reduces perceived uncertainty, increasing probability of acceptance. Concrete, tiered requests reduce cognitive load and decision friction.
Present the financials succinctly (One-Pager) and tie each spending tier to a clear, measurable outcome. Use implementation milestones and short-term wins to make the path feel low-risk. Offer a clear decision deadline only when it reduces procrastination without reintroducing threat.
Supporting methods: Pricing psychology if applicable/needed.
Example: “Option A (Pilot): €25k achieve X within 3 months and option B (Scale): €100k a full rollout. Next decision review in 6 weeks.”
REINFORCE
Immediately after the request (especially once a micro-commitment is made), reinforce the decision with social recognition, clear next steps, and a short story of early wins or testimonials. Send a quick follow-up that reminds stakeholders of the positive outcome again.
Reinforcement sustains endorphins and oxytocin tied to social approval, consolidating the commitment and reducing buyer’s remorse. Positive feedback loops increase follow-through and advocacy.
Thank publicly if appropriate, provide a concise timeline and first milestone deliverable, and schedule a short check-in to report early progress. Use social recognition (e.g., call out supporting stakeholders) to deepen social bonds and create behavioral momentum.
Supporting methods: Project kickoffs and internal already adapted communication templates.
Example: After budget approval, send a one-page brief highlighting the agreed pilot metric and a grateful customer quote and schedule the kickoff and invite stakeholders to the first demo.
The method is about sequencing and clarity, not manipulation. Use transparent metrics and consent when using stories or testimonials.
Main hormone roles:
- Adrenaline and cortisol in threat or alert
- Dopamine as reward anticipation
- Oxytocin for social bonding, trust.
- Endorphins with pleasure and comfort and can be triggered by humor, shared laughter, relief.
But, timing matters: Short, sharp openings that trigger anticipation are more effective than long-form exposition before the payoff.
And always perform an A/B test to clarify the strongest effect: Always validate opener versions; small changes in sequence can produce large differences in outcomes.
PROMINENT BRANDS USING IT:
Examples of brands that use result-first + human storytelling sequencing in marketing:
Coca-Cola (emotional moments)
Apple (show product impact then human stories)
Nike (outcome + human struggle)
Dove (human stories that build trust)
Airbnb and Patagonia (experience/outcome centric).
They don’t necessarily use the explicit “Neuro-Primed Storytelling” label as it was created by us in 2020, but their ads and campaigns reflect the same neurochemical sequencing.
ANECDOTES:
Paul J. Zak showed that compelling cinematic narratives cause measurable oxytocin release and greater generosity. Charities have leveraged such narratives to increase donations by showing personal stories of impact and a classic illustration: present the human impact video first, then ask for the donation, and donations increase compared to asking first. Major brands have long used a similar pattern in practice by also showing the emotional payoff (happiness, transformation) before asking for purchase or sign-up.
