What Really Makes People Say “Yes” (And It’s Not What You Think)

When someone buys into your idea, product, or message, it’s rarely because of the facts.

It’s because they were pulled into a story.

When we read a great novel or watch a powerful film, we don’t just follow the plot. 

We become the protagonist.

We feel their struggles, hopes, and fears as if they’re our own.

That’s the power of narrative transportation.

The more emotionally absorbed someone is in a story, the more their beliefs begin to shift.

They start to see the world through the hero’s eyes.

And when that happens, persuasion stops being effort. It becomes empathy.

For an audience to be “transported,” two things must happen.

1. They have to like the character.

2. That character must face real struggle.

The most gripping stories aren’t about perfection. They’re about persistence.

They’re built around conflict, tension, and human emotion.

The tougher the obstacle, the deeper the audience connects.

When people see a likable character fight through hardship, they can’t help but root for them.

They feel attached.

And once that emotional bridge is built, beliefs begin to shift naturally.

You can hand out product samples all day and you will get orders.

But tell a story about why the product exists (who it helped, what problem it solved) and suddenly people lean in.

They don’t just buy the product. They buy into the journey behind it.

That’s why the best presentations, pitches, and marketing campaigns don’t rely on bullet points.

They rely on story arcs.

They make people feel something before they think about something.

Facts alone rarely change minds.

They’re important, but only as anchors for the narrative.

When facts are woven into a story, they become memorable.

They give logic to the emotion your story creates.

And once your listener feels like they’re walking in your shoes, they stop being an observer and start being a participant.

At that point, they’re not just convinced.

They’re committed.

Read the next chapter here.