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1. If making appointments by phone: "I understand. A lot of people have said the same thing this week. You know, we get so much mail nowadays I can't remember what I received a few weeks ago either. Shucks, I hate to say it but I really can't remember what I got in the mail just last week. Anyway, I'll show you the handwriting on this card when I come by. Is morning or afternoon best for you?"
2. "We already mailed you something Ms. Jones and you filled it in and mailed it back to us for this free information. Besides, I don't know which plans you qualify for....you may not qualify for anything. Anyway, this will take about 10 min., longer if you have questions, is mornings or afternoons best for you?"
Of course, tele-sales would handle this objection beautifully.
3. "Great, most of the people I speak with do have life insurance. You know, everyone remembers the BIG expenses...things like the funeral home bill and so forth. But it seems like most people forget the small expenses..things like your final phone bill, final utility bill, any charge accounts with balances, etc....and the children always get stuck with all these small bills. Plus, the price of a funeral creeps up in price just like a pair of shoes. That's why people who have done as good of a job as you have usually just add a very small plan to take care of these small expenses and protect them from inflation. They love their children and know it's not fair to leave these expenses for their children to pay. You love your children too don't you Ms. Jones?"
Hope this helps some people. Perhaps JD can share what the famous Tim W. would say in these situations.
