The Half-Life of Enthusiasm Is a Lie: Why Urgency-Based Sales Tactics Feel So Wrong (And What to Say Instead)

You know the saying: “Strike while the iron is hot.” Or worse, “There’s a half-life of enthusiasm. You have to close fast or you’ll lose the sale.”

Yeah… I’m lovingly calling BS on that.

This idea has been circulating in sales programs for years. And while it might sound strategic on the surface, what’s underneath feels a whole lot like pressure, manipulation, and urgency that our nervous systems do not need.

Let’s unpack why.

What the “Half-Life of Enthusiasm” Really Means

The concept is simple: the moment someone expresses interest in your offer, that spark will start to fade. So, your job? Push them to decide quickly, before fear talks them out of it.

I get the logic. But here’s the truth:

It’s not that people lose clarity. It’s that they stop feeling safe.

They start feeling rushed. And when our decisions aren’t given space to breathe, we default to self-protection. We say no, not because it’s not a fit, but because it doesn’t feel safe to say yes.

Why These Tactics Feel So Off

I’ve been on those sales calls. In those DMs. The moment I say, “Let me think about it,” the vibe shifts.

Suddenly, I’m being reminded that spots are filling fast… that this is my last chance… that I might regret it.

And listen—I don’t want to sell like that.

I don’t want to buy like that.

Selling with integrity means holding space for someone’s process. Trusting that they are whole, wise, and capable of deciding what’s best for them. Not cornering them into a yes out of fear.

What I Do Instead

Whether I’m selling in my stories, chatting in the DMs, or on a clarity call, my goal is the same: create a grounded, empowering space for someone to feel into their decision.

No manipulation. No rushing. No FOMO.

Here are a few phrases I use instead:

• “Doors close Friday so I can give my full energy to the group.”
• “If this feels like a yes in your body, I’d love to support you. If not, I trust that too.”
• “I only take 3 clients per month—if that feels aligned, let’s talk.”

Because real urgency isn’t pressure.

It’s a boundary.

It’s clarity.

It’s leadership.

Selling Can Be Sacred

You don’t need to rely on someone’s temporary excitement to grow your business.

You don’t need to create scarcity where there is none.

You’re not here to trick anyone.

You’re here to sell from wholeness. To trust your people. And to build a business that’s rooted in respect, not pressure.

If You’re Craving Aligned Visibility, Here's The Next Step

Ditch urgency-based pressure and start showing up with confidence, clarity, and actual self-trust. My new course, Main Character Marketing Lab, opens SO soon, and it’s designed for coaches & healers who are done forcing content and ready to feel safe being seen.

[ Join the Waitlist → HERE ] and get $200 off when you sign up on launch day. PLUS, the first two people to join get a free 30-minute 1:1 session with me.

Just you, me, and a full-on visibility breakthrough.

XO,

Shawne