Yes you're right some do put extra effort in, probably because they have a good commission deal.
I remember one call which I particularly enjoyed. The pitch was moving your pension so I went through the same old rigmarole and pretended not to have understood the reason for the call.
When I kind of haphazardly asked the chap on the call to excuse my state of confusion because I was suffering from depression and then mentioned it was because my retirement income was barely enough to live on he kinda stuck around for ages. Putty in my hands!