Blind Enthusiasm

When Passion Derails Persuasion Blind Enthusiasm and How to Get It Right

There’s a fine line between enthusiasm and overexcitement. Cross it too early in a persuasive conversation, and you risk alienating the very person with whom you are trying to engage. I recently experienced this firsthand during a conversation with a representative from a blood-test-based fitness monitoring and enhancement service. What began as a promising inquiry into a potentially transformative offering quickly devolved into a frustrating exchange—one that offers a masterclass in what not to do when trying to persuade.

Let’s unpack what went wrong, and more importantly, how to harness enthusiasm as a strategic tool, rather than a runaway train.

The Encounter: A Case Study in Misfired Passion

I approached the conversation with genuine interest. The concept—using blood biomarkers to tailor fitness and nutrition plans—was compelling. I wanted to understand how their service could help me optimize my health and performance. But the representative, brimming with excitement, launched into a monologue that felt more like a TED Talk than a two-way dialogue.

Here’s what went off track:

• No Baseline Established: He didn’t begin by asking what prompted my inquiry, or what I hoped to achieve. There was no framing of the conversation, no confirmed understanding of my goals or expectations. Without this foundation, everything that followed felt misaligned.

• Premature Enthusiasm: His excitement was palpable—but misplaced. He hadn’t yet earned the right to be enthusiastic with me. Enthusiasm should be a shared response to a mutual discovery, not a solo performance. Without rapport, his energy felt performative and disconnected.

• Long-Winded Sentences: He spoke in extended, meandering sentences that made it hard to track the point. There were few pauses, no check-ins to see if I was following, and no space for me to interject or clarify. It felt like I was being talked at, not to.

• Jargon Overload: Terms like “metabolism,” “macros,” “micros,” “whole vs. processed foods” were tossed around without explanation. For someone already steeped in fitness lingo, this did not pose an issue for me. Nonetheless, the conversation resembled more of a lecture than a learning experience.

The Missed Opportunity: What Could Have Been

Imagine a different approach, one grounded in curiosity, empathy, and strategic enthusiasm.

• Start with Rapport: “Before we dive in, I’d love to hear what drew you to our service. Are you training for something specific, managing a health concern, or just looking to optimize your routine?” This simple question would have framed the conversation, and signaled genuine interest in me.

• Listen Before You Leap: Once my goals were clear, he could have tailored his explanation to my context. If I’m focused on endurance, talk to me about how blood markers relate to recovery and stamina. If I’m managing inflammation, highlight relevant insights. Enthusiasm becomes meaningful when it’s relevant.

• Use Enthusiasm as a Mirror, not a Spotlight: The “aha moment” should be co-created. When I say, “That’s exactly what I’ve been looking for,” only then is it time to get excited. Shared enthusiasm builds trust and momentum. Premature excitement feels like a sales tactic.

• Speak in Digestible Chunks: break down complex ideas into bite-sized pieces. Pause, then ask, “Does that make sense so far?” or “Would you like me to go deeper into that?” This invites collaboration and ensures alignment.

• Define Your Terms: If you must use jargon, define it. For instance, say: “When we talk about macros, we mean the balance of protein, carbs, and fats in your diet. Micros refer to vitamins and minerals. Both play a vital role in how your body responds to training.” Now I’m learning, not guessing.

The Psychology Behind Enthusiasm

Enthusiasm is powerful—but only when it’s timed and tuned to the listener’s emotional state. In persuasion, enthusiasm should be:

• Responsive, not Reactive: Reacting with excitement before understanding the other person’s needs is self-centered and counterproductive. Responding with enthusiasm after discovering alignment is relational.

• Empathetic, not Energetic: High energy doesn’t equal high empathy. True enthusiasm is grounded in the other person’s experience. It says, “I see you, I hear you, and I’m excited with you.”

• Strategic, not Spontaneous: While spontaneity has its place, persuasive enthusiasm is deliberate. It’s a tool to reinforce clarity, build momentum, and celebrate shared understanding—not a default setting.

Lessons for Coaches, Salespeople, and other Persuaders

Whether you’re selling a service, coaching a client, or leading a team, here’s how to properly employ enthusiasm:

1. Frame the Conversation First

   • Establish and confirm why you’re meeting. • Set mutual goals and expectations. • Ask open-ended questions to uncover needs.

2. Build Rapport Before You Persuade

   • Mirror the other person’s tone and pace. • Validate their concerns and goals. • Show that you understand before you advise.

3. Use Enthusiasm to Celebrate, Not Convince

   • Wait for the moment of alignment. • Let enthusiasm emerge naturally from shared insight. • Use it to reinforce clarity, not mask confusion.

4. Speak in Chunks and Check for Understanding • Avoid long monologues. • Pause frequently. • Invite feedback and questions.

5. Define Your Language • Avoid jargon unless necessary. If used, explain it clearly. • Tailor your vocabulary to the listener’s level.

Final Thought: The Art of Enthusiasm Is Timing

Blind enthusiasm is like expecting applause before the performer enters the building. True persuasive power lies in earned enthusiasm; where both parties arrive at a shared realization and celebrate it together.

The next time you’re tempted to lead with passion, pause. Then, ask and listen. When the moment is right, let your enthusiasm shine—not as a spotlight on yourself, but as a beacon of shared discovery.