As with any product that is sold, the buyer's first thought is always "what is in it for me?" Let's say we are selling toy trains. You would want to sell the features of that train to prospective buyers - bells, whistles, electric, number of pieces etc. You need to be able to show that buyer what this train has that another doesn't. You need to show the buyer why they will love this train. Then sell the benefits of the features you listed. That is retail 101.

But how do you psychologically sell the train?

Put the train in the buyer's hands - this gives them the sense of ownership.

They are able to feel the weight of it - this gives them a sense of value.

Turn the train on and show them how it works - this allows them to view the quality.

Allow a child to demonstrate it - this allows them to experience the fun.

Take the train to the register - this will guide the decision to buy.

Selling a house is no different (follow me here) than selling toy trains. You would want to sell the features of the house to prospective buyers -number of rooms, bathrooms, square footage, lot size etc. You need to be able to show the buyer what this house has that another doesn't. You need to show the buyer why they will love this house. Then sell the benefits of the features you listed.

But how do you psychologically sell the house?

Put the key in the buyer's hands. After the agent removes the key from the lock box, they should hand it to the buyer. Explain to the buyer that you want them to get the full effect of the entry. This gives the buyer a sense of ownership by simply holding the key and opening the door. Psychologically they "own" the house.

When selling the benefits of the features of the house, don't just look - TOUCH! Have the buyer run their hands along the granite countertops, have them turn on the faucets, have them open the door to the deck with the view. Give them a sense of value. Show them the quality. Let them experience the home and what it has to offer. Psychologically these things belong to them.

Simply walking through the home pointing at things will not sell the house. Buyers need to get a sense of the lifestyle that they will have if they buy this house. This is where staging becomes extremely important.

Removing distractions such as clutter and personal items and cleaning are very important. But that will not sell the house. Staging helps to psychologically sell the house. By simply placing furnishings in a vacant room, buyer's can instantly see where their furniture could be placed. They have psychologically put them selves in the house.

Taking it a step further and lighting the fireplace, buyer's can envision themselves cuddled with the one they love drinking wine in front of the flickering fire with soft music in the background.

In the summer time, at a home with a pool, you could stage the deck to reflect an active lifestyle. Placing a beach towel and some flip flops next to a chaise lounge with a glass and pitcher of lemonade on the table will allow the buyer to envision relaxing by the pool while their children play.

Proper arrangement of furnishings to achieve optimal flow and cohesiveness is achieved through staging. The addition of simple, tasteful artwork and accessories will allow the buyer to visualize a life style that they may not already have, but are wanting. This can psychologically affect the buyer; they will buy the house because they feel if they do, someday they too can have those things.

Selling a home and selling a train are no different. They key word is selling.