Wednesday on our live group coaching session an Agent said this very statement. "Buyers are Liars"  He went on to describe two situations in which Buyers he was working with gave him a strong indication that they were going to buy but when it came time to make a decision they didn't or wouldn't. Needless to say he was very frustrated.

The Agent and I discussed his initial Buyer presentation and distinguished two critical errors that may have been the root of this problem. 

The first was his discomfort discussing financing, particularly because they were both high-end Buyers.  The second was his demeanor as a “glad handing” salesperson.  The first, discomfort with financing had obvious drawbacks, for example working with unqualified Buyers.  The second, his demeanor was causing people to take him less seriously and feel more comfortable blowing him off.

At the initial Buyer presentation he was so happy and confident that people felt comfortable being dishonest with him.  His lack of adding a serious tone to his demeanor allowed people to treat him with less respect. 

Also at the initial Buyer presentation he was reluctant to ask direct questions about finances, motivation, time frames, and contingent properties or to probe more deeply on these issues.  This reinforced the Client’s taking him less seriously. 
We discussed the order in which he should ask very specific questions to cover all these facets before they become an issue. And the only way to get comfortable with this new approach is to practice. It needs to be comfortable for him to ask these direct questions or it will just reinforce the second issue he had with his demeanor. I hope he takes the advice to heart and works this approach into his future Buyer Presentations.