The vast majority of customers will let you know very early one whether or not they are interested in purchasing a product or service. If they show a bit of hesitation, you simply state that you understand their concerns. If they proceed to listen after this statement, I proceed to explain the benefits of the product. If they are overtly opposed to purchasing insurance, I do my best to respect this decision. You always want to avoid being aggressive or making the company look unprofessional. I never pursue individuals who clearly state that they are not interested in buying insurance.